VIVE LA DIFFÉRENCE: DIFFERENCES BETWEEN MALES AND FEMALES IN PROCESS AND OUTCOMES IN A LOW‐CONFLICT NEGOTIATION

Abstract

This paper considers whether negotiation outcomes and processes of groups of males and females differ. Previous research examining such differences has had mixed results, in part because of “cueing” effects contained in typical, high‐conflict negotiation cases. Low‐conflict negotiation cases, such as the one used in this study, provide an opportunity to observe a wider range of negotiation behaviors than are commonly revealed in negotiation research. Fifty advanced undergraduate students negotiated funding in a low‐conflict, public policy negotiation case. Analysis of the negotiated outcomes revealed that females allocated less than males. Content coding of audio transcripts revealed very different negotiation processes and styles underlying these different outcomes. Implications and directions for future research are discussed.