Spheres of Influence: Unpacking Gender Differences in Negotiation

Abstract

What started as a means for understanding the gender wage gap has evolved into a much broader and more nuanced stream of analysis of gender differences in negotiation. Early research clearly documents the different ways that women and men approach their workplace negotiations and the economic and social costs of those differences. However, as our authors detail, this research was the tip of the iceberg. A shift away from compensation negotiations also shifts focus from short-term, transactional relationships to longer-term, personal relationships: friendships, spousal negotiations, and worklife balance negotiations. Stepping away from the manager employee dynamic of compensation negotiations..