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18 Cardozo J. Conflict Resol. 71 (2016-2017)
Gendered Differences in Negotiation: Advancing an Understanding of Sources, Effects, and Awareness

handle is hein.journals/cardcore18 and id is 83 raw text is: GENDERED DIFFERENCES IN NEGOTIATION: ADVANCING AN UNDERSTANDING OF SOURCES, EFFECTS, AND AWARENESS Stacy M. Roberts* I would rather trust a woman's instinct than a man's reason. -Stanley Baldwin, Former British Prime Minister I. INTRODUCTION Conversations about gendered differences in negotiation have been around for decades. However, recent research about these gendered differences is expanding our understanding of gender ste- reotypes and role expectations in negotiation. This article reviews some of this research and discusses how awareness of gendered dif- ferences can be advantageous to both male and female negotiators. One's self-identity hinges on more than just gender; for exam- ple, cultural values, economic class, ethnic origin, geographic loca- tion, group affiliations, hobbies, language and dialect, national citizenship, occupation, personal values, race, religion, self-inter- ests, sexual orientation, social status, etc., also play parts in forming one's self identity. These factors also affect negotiation. This arti- cle, however, focuses on gender and its effect on negotiation. This article argues that gendered differences in negotiation are ubiqui- tous, often largely invisible (especially to men), and not well under- stood. These gendered differences have roots in our biology and our acculturation. These differences produce implicit bias, gender stereotypes, and role expectations, which create differences in ne- gotiation styles, strategies, and outcomes. This article concludes with tools that male and female negotiators can use to negotiate more effectively. * Ms. Roberts is a Child Welfare Mediator for the State of Utah Administrative Office of the Courts, and an Assistant Adjunct Professor at the University of Utah, S.J. Quinney College of Law. The author wishes to acknowledge Clinical Professor James R. Holbrook for incorporating this topic in the Advanced Negotiation and Mediation course in which they co-teach. They have presented this topic together many times to lawyers, judges, and other professionals. Ms. Rob- erts also thanks Professor Holbrook for his overwhelming help in developing and editing this article, and for sharing his endless encouragement and wisdom personally and professionally. 71

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