Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures
Prior research has found that each culture and gender influences negotiation strategies and outcomes, but less is known about their interplay. We integrate these two research streams by providing a meta-analytic review of the interactive impact of gender and culture on negotiation performance. We re...
| Main Authors: | , , |
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| Other Authors: | |
| Format: | Journal Article |
| Language: | English |
| Published: |
2021
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| Subjects: | |
| Online Access: | https://hdl.handle.net/10356/148683 |
| _version_ | 1811680560340271104 |
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| author | Shan, Wen Keller, Joshua Joseph, Damien |
| author2 | Nanyang Business School |
| author_facet | Nanyang Business School Shan, Wen Keller, Joshua Joseph, Damien |
| author_sort | Shan, Wen |
| collection | NTU |
| description | Prior research has found that each culture and gender influences negotiation strategies and outcomes, but less is known about their interplay. We integrate these two research streams by providing a meta-analytic review of the interactive impact of gender and culture on negotiation performance. We reviewed 185 studies that reported gender differences in intracultural negotiation performance across 30 societies that varied across seven cultural dimensions. Results showed that Hofstede's individualism–collectivism, GLOBE's in-group collectivism and assertiveness practices, and Schwartz's harmony moderated the gender effect on negotiation performance. We found that in cultures lower in individualism, higher in in-group collectivism practices, lower in assertiveness practices, and higher in harmony, women more likely outperformed men in negotiations. Implications for the role of gender and culture in negotiations and organizations more broadly are discussed. |
| first_indexed | 2024-10-01T03:26:59Z |
| format | Journal Article |
| id | ntu-10356/148683 |
| institution | Nanyang Technological University |
| language | English |
| last_indexed | 2024-10-01T03:26:59Z |
| publishDate | 2021 |
| record_format | dspace |
| spelling | ntu-10356/1486832023-05-19T07:31:15Z Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures Shan, Wen Keller, Joshua Joseph, Damien Nanyang Business School Business::General Culture Gender Prior research has found that each culture and gender influences negotiation strategies and outcomes, but less is known about their interplay. We integrate these two research streams by providing a meta-analytic review of the interactive impact of gender and culture on negotiation performance. We reviewed 185 studies that reported gender differences in intracultural negotiation performance across 30 societies that varied across seven cultural dimensions. Results showed that Hofstede's individualism–collectivism, GLOBE's in-group collectivism and assertiveness practices, and Schwartz's harmony moderated the gender effect on negotiation performance. We found that in cultures lower in individualism, higher in in-group collectivism practices, lower in assertiveness practices, and higher in harmony, women more likely outperformed men in negotiations. Implications for the role of gender and culture in negotiations and organizations more broadly are discussed. Nanyang Technological University Nanyang Technological University Tier 1 Grant, Grant/Award Number: 2014‐Tier1‐ 002‐151 2021-05-04T08:39:09Z 2021-05-04T08:39:09Z 2019 Journal Article Shan, W., Keller, J. & Joseph, D. (2019). Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures. Journal of Organizational Behavior, 40(6), 651-675. https://dx.doi.org/10.1002/job.2357 0894-3796 0000-0002-7377-8943 https://hdl.handle.net/10356/148683 10.1002/job.2357 2-s2.0-85063881994 6 40 651 675 en 2014‐Tier1‐ 002‐151 Journal of Organizational Behavior © 2019 John Wiley & Sons, Ltd. All rights reserved. |
| spellingShingle | Business::General Culture Gender Shan, Wen Keller, Joshua Joseph, Damien Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures |
| title | Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures |
| title_full | Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures |
| title_fullStr | Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures |
| title_full_unstemmed | Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures |
| title_short | Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures |
| title_sort | are men better negotiators everywhere a meta analysis of how gender differences in negotiation performance vary across cultures |
| topic | Business::General Culture Gender |
| url | https://hdl.handle.net/10356/148683 |
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