VIVE-LA-DIFFERENCE - DIFFERENCES BETWEEN MALES AND FEMALES IN-PROCESSAND OUTCOMES IN A LOW-CONFLICT NEGOTIATION

This paper considers whether negotiation outcomes and processes of gro ups of males and females differ. Previous research examining such diff erences has had mixed results, in part because of ''cueing'' effects c ontained in typical, high-conflict negotiation cases. Low-conflict neg otiation cases, such as the one used in this study, provide an opportu nity to observe a wider range of negotiation behaviors than are common ly revealed in negotiation research. Fifty advanced undergraduate stud ents negotiated funding in a low-conflict, public policy negotiation c ase. Analysis of the negotiated outcomes revealed that females allocat ed less than males. Content coding of audio transcripts revealed very different negotiation processes and styles underlying these different outcomes. Implications and directions for future research are discusse d.