Concepedia

Negotiation Bias

Negotiation Bias is a type of workplace bias that systematically disadvantages certain individuals or groups during negotiation processes due to implicit or explicit prejudices related to gender, race, or social identity, thereby affecting outcomes in compensation, promotions, or resource allocation.

17

Publications

1.5K

Citations

43

Authors

22

Institutions

Publications per year

2017–2026

2

Parents

Publications

17

THE EFFECTS OF FRAMING AND NEGOTIATOR OVERCONFIDENCE ON BARGAINING BEHAVIORS AND OUTCOMES.

Margaret A. Neale, M. H. Bazerman · Academy of Management Journal · 1985 · 495 citations

, , +14

Fair Driving: Gender and Race Discrimination in Retail Car Negotiations

Ian Ayres · Harvard Law Review · 1991 · 280 citations

, , +16

Culture and egocentric perceptions of fairness in conflict and negotiation.

Michele J. Gelfand, Marianne Higgins, Lisa H. Nishii et al. · Journal of Applied Psychology · 2002 · 155 citations

, , +17

Self-Enhancement Biases and Negotiator Judgment: Effects of Self-Esteem and Mood

Roderick M. Kramer, Elizabeth Newton, Pamela L. Pommerenke · Organizational Behavior and Human Decision Processes · 1993 · 155 citations

, , +17

Bargaining while Black: The role of race in salary negotiations.

Morela Hernandez, Derek R. Avery, Sabrina D. Volpone et al. · Journal of Applied Psychology · 2018 · 104 citations

, , +16

1–5 of 17

Authors

43

  1. MJ
    Michele J. Gelfand

    University of Maryland, College Park, United States

    2 publications · 177 citations

    2

    h-index

  2. MT
    Midori Toyama

    The University of Osaka, Japan

    2 publications · 177 citations

    2

    h-index

  3. JL
    Jana L. Raver

    Queen's University, Canada

    2 publications · 177 citations

    2

    h-index

  4. MA
    Margaret A. Neale

    Stanford University, United States

    2 publications · 516 citations

    2

    h-index

  5. LH
    Lisa H. Nishii

    Cornell University, United States

    2 publications · 177 citations

    2

    h-index

1–5 of 43

Institutions

22

  1. The University of Osaka

    Osaka, Japan

    2 h-index

    4 publications

    354 citations

  2. University of Maryland, College Park

    College Park, United States

    2 h-index

    10 publications

    885 citations

  3. Stanford University

    Stanford, United States

    2 h-index

    5 publications

    507 citations

  4. University of Missouri–St. Louis

    St Louis, United States

    1 h-index

    2 publications

    58 citations

  5. Yale University

    New Haven, United States

    1 h-index

    1 publications

    280 citations

  6. Princeton University

    Princeton, United States

    1 h-index

    1 publications

    27 citations

  7. Shanghai University of International Business and Economics

    Shanghai, China

    1 h-index

    1 publications

    16 citations

  8. University of Virginia

    Charlottesville, United States

    1 h-index

    1 publications

    104 citations

1–8 of 22

Venues

  1. Journal of Applied Psychology

    3 publications · 281 citations

    3

    h-index

  2. Journal of Business Ethics

    1 publications · 40 citations

    1

    h-index

  3. Journal of Business Research

    JBR · 1 publications · 22 citations

    1

    h-index

  4. Group Processes & Intergroup Relations

    GPIR · 1 publications · 13 citations

    1

    h-index

  5. Journal of Personality and Social Psychology

    1 publications · 57 citations

    1

    h-index

1–5