Research Handbook on Gender and Negotiation
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Research Handbook on Gender and Negotiation

Edited by Mara Olekalns and Jessica A. Kennedy

In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies, and generating new questions for consideration. In so doing, this Research Handbook offers helpful insights to negotiators and forges a path for future research.
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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.

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