2 Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations

Abstract

Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from psychology and organizational behavior, and propose ways in which this literature could speak more directly to gender inequality in organizations by incorporating insights from research on gender in intra‐household and collective bargaining. Taken together, these literatures illuminate how negotiations at the individual, household, and collective levels may contribute to the construction and deconstruction of gender inequality in organizations.

Acknowledgements

We are grateful to Corinne Bendersky, Frank Flynn, Deborah Kolb, and Michele Gelfand for their generous and insightful feedback on the first drafts of this manuscript. We also thank the editors, Art Brief and Jim Walsh, for their helpful and encouraging thoughts and suggestions.