Research Handbook on Gender and Negotiation
Edited by Mara Olekalns and Jessica A. Kennedy
Chapter 11: Anger and anxiety in masculine stereotypic and male dominated (MSMD) negotiating contexts: affect and the study of gender in negotiation
Chiara Trombini, Logan A. Berg and Hannah Riley Bowles
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.
You are not authenticated to view the full text of this chapter or article.
Elgaronline requires a subscription or purchase to access the full text of books or journals. Please login through your library system or with your personal username and password on the homepage.
Non-subscribers can freely search the site, view abstracts/ extracts and download selected front matter and introductory chapters for personal use.
Your library may not have purchased all subject areas. If you are authenticated and think you should have access to this title, please contact your librarian.