Competent but Less Likeable: Social Stereotypes and Strategic Choices in Negotiation

Abstract

Women may be disadvantaged by the greater opportunities for negotiating employment conditions that Work Choices provides. Relative to their male peers, women receive lower starting salaries and smaller increases. This is costly for women, who leave the workforce with less financial security. The gender gap is also costly for organisations, who face increased dissatisfaction and turnover. Woman can improve their outcomes through negotiation, but the assertive tactics that improve their economic outcomes are likely to generate social reprisals in the workplace. This project will benefit employers and employees alike, by identifying strategies that assist women to improve their economic outcome..

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Sweet Little Lies: Social Context and the Use of Deception in Negotiation

M Olekalns, CT Kulik, L Chew

2014-03-01

Social context shapes negotiators' actions, including their willingness to act unethically. We use a simulated negotiation to test..