Article

Gender Differences in Negotiation: A Status Characteristics Theory View

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Abstract

In this conceptual article, the basis for status as an antecedent of gender differences in negotiated outcomes is developed. Because of diffuse status characteristics, men are perceived to be of higher status. Two key implications of higher status include greater perceived competence and increased legitimacy of actions that reinforce status. Specifically within a negotiation context, these implications legitimize the “right” of higher status parties to offer proposed agreements and to have them viewed as coming from a competent source. Based on our model, we propose that men are better able than women to balance the simultaneous needs to compete and to cooperate in negotiation.

Keywords: negotiation, status, status characteristics, gender differences, compete, cooperate

How to Cite:

Miles, E. & Clenney, E., (2010) “Gender Differences in Negotiation: A Status Characteristics Theory View”, Negotiation and Conflict Management Research 3(2), 130-144. doi: https://doi.org/10.34891/me1s-ds79