Charlotte H Townsend, Laura J Kray
The impact of gender on negotiation outcomes has been an important aspect of the negotiation literature for decades. This literature has primarily focused on "masculine" attributes, such as assertiveness, as ideal negotiator characteristics, manifesting in gender research focused on men's economic advantages in negotiations, to the detriment of both women and men. Yet recent research has begun to examine gender gaps in "feminine" attributes, highlighting women's strengths in negotiations, particularly in relational outcomes. Future work is needed to fully unpack these results, understand the impact of intersecting identities, and explore partner effects. We also emphasize the importance of replication efforts and conducting this research in naturalistic settings.