Abstract

In this chapter, we explore ways in which affective experience and expression might moderate effects of gender on negotiation, particularly in masculine-stereotypic and male-dominated (MSMD) contexts. We argue that, in MSMD contexts (as compared to more gender-equitable situations), men are likely to have a more chronic experience of power than women and that such gender differences in actual, perceived and felt power are likely to reinforce gender stereotypes favoring men in negotiation. We articulate a set of propositions about the potential effects of anger and anxiety – two power-linked affective states – on gender in negotiations in MSMD contexts. We consider implications for negotiators’ social and economic outcomes. In conclusion, we suggest practical considerations for managers in MSMD work environments.