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 17: What does bouncing back mean in negotiations? Defining the role of resilience in gender and negotiations

Brooke A. Gazdag

Abstract

Negotiations can be a challenging context full of setbacks and pitfalls – especially for women. This can be attributed to the overall incongruence between the expectations for women and the expectations in the context of negotiations. Namely, women are expected to adhere to a more communal social role, while effective negotiations require more agentic, self-interested behavior. This c-bind means that the negotiations context is necessarily adverse and uncertain for women, whether they are trying to figure out how to initiate a negotiation and behave during a negotiation as well as learn from these experiences for the next negotiation occasion. I posit that resilience is an integral part to understanding how women negotiators can better face this particular challenge and overcome the potential setbacks. Resilience not only shortens the time needed to bounce back from adversity, but also defines a set of protective factors that are capable of mitigating the detrimental effects of a negative negotiation experience. This chapter takes an inclusive approach in order to capitalize on diverse research perspectives on resilience and its potential applications to understanding gender in negotiations. In particular, I summarize four aspects of resiliency and place them in the context of negotiations: individual characteristics, distinct behaviors, outcomes, and processes. All of these conceptualizations must also be understood with regard to gender in negotiations. In doing so, this chapter will fuse the gender, negotiations and resilience literature together in order to better comprehend the role of and factors that contribute to bouncing back from setbacks in negotiations.

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