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Gender and persistence in negotiation: A dyadic perspective

Gender and persistence in negotiation: A dyadic perspective

By
Hannah Riley Bowles, Francis J. Flynn
Academy of Management Journal. August
2010, Vol. 53, Issue 4, Pages 769-787

We studied interactive effects of gender in negotiation dyads, theorizing that the degree and manner of a negotiator’s persistence are functions of the gender composition of the dyad. Our findings challenge sex-stereotypic perspectives, showing that women persist more with male naysayers than with female naysayers but do so in a stereotypically low-status (more indirect than direct) manner. Women’s adaptation of their persistence to naysayer gender appeared functional because increased persistence with male naysayers helped close a gender gap in performance, and female negotiators with high performance adjusted their manner of persistence more than those with low performance.