Gender differences in negotiation outcome: A meta-analysis

Studies reporting the objective settlements obtained by men and women in ne gotiations were reviewed. Differences in outcomes were expected due to diff erences in perceptions, behaviors, and contextual factors between men and w omen. In the sample of studies, men negotiated significantly better outcome s than women. Opponent sex, relative power of the negotiator, integrative p otential of the task, mode of communication and year of the study were test ed as moderators of the effect. Although the overall difference in outcomes between men and women was small, none of these hypothesized moderators or several exploratory moderators reversed or eliminated this effect. The orga nizational significance of the findings is discussed in terms of the glass ceiling, a gender-based earnings differential and women in negotiation posi tions. Directions for future research in the laboratory and the field are s uggested.