Gender, communication and negotiation

Meina Liu, Isabelle Yi Ren

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review


Research on gender and negotiation has proliferated in the past 30 years, shifting from the traditional basic sex difference research to studies of contextual situations that may qualify gender differences (e.g., advocacy context, group composition, communication channel), as well as works that consider the role of institutionalized practices that (re)produce gender differences and inequities in negotiation. However, the role of communication in explaining gender disparities in negotiation has received far less attention. This chapter reviews several streams of research to suggest how the study of communication (e.g., nonverbals, language, message production, framing, communication styles, frequencies and sequences of bargaining tactics) can contribute helpful insights in each theoretical paradigm, whether to help us explain gender's effect, or to provide prescriptive advice for doing gender. Based on a synthesis of research from different disciplines, we aim to identify directions for future research that advance our understanding of gender and negotiation from a communication perspective, with practical applications to guide negotiation training.

Original languageEnglish
Title of host publicationResearch Handbook on Gender and Negotiation
PublisherEdward Elgar Publishing Ltd.
Number of pages18
ISBN (Electronic)9781788976763
ISBN (Print)9781788976756
StatePublished - 1 Jan 2020


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