Teaching about gender and negotiation: Sex, truths, and videotape

Empirical evidence and theory frequently present conflicting observations a bout what, if any: role gender plays in negotiation. The author reviews the history of theory development on gender and negotiation, and suggests that the differing opinions present opportunities for a negotiation teacher She offers a series of prescriptions on how to make the subject of gender inte gral to the negotiation class. Among the techniques she describes is the us e of videotape to combat the "lie" that sex is necessarily a determinant of the way one views or behaves in negotiation.