Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Jessica A. Kennedy, Associate Professor of Management, Owen Graduate School of Management, Vanderbilt University, US

'This book makes a fabulous contribution to our understanding of the role of gender in negotiations, highlighting the contextual and situational forces that influence the negotiation process. A wonderful exploration of the burgeoning research in this field and a call to action for future inquiry.'--Linda C. Babcock, Carnegie Mellon University, US

• Contents:ForewordLinda PutnamIntroduction1.Spheres of Influence: Unpacking Gender Differences in NegotiationMara Olekalns and Jessica A. KennedyFriends, Families, Work: Negotiating in Long-Term Relationships2.Keeping Our Friends Close: Friendship Maintenance Through the Roles of Gender and NegotiationKaitlyn R. Gallagher, Tatem H. Burns, and Alice F. Stuhlmacher3.Gender and Spousal NegotiationBeth Livingston and Seung Whan Ryu4.Gender, Work-Family Negotiations, and Caregiving AmbitionJulia Bear and Tod Pittinsky5.“Superhero” Rhetoric versus Empathic Communication: How Male and Female First Responders Negotiate Work-LifeJaime Bochantin and Ashleigh DicksonBounded Negotiations: Gendered Norms as Constraints6.Deception in Negotiations: The Unique Role of GenderHooria Jazaieri and Laura J. Kray7.Same-Sex Peer Norms: Implications for Gender Differences in NegotiationSelin Kesebir, Sun Young Lee, Judy Qiu, and Madan Pillutla8.Role Salience and Context: The Example pf Negotiation Dyad Gender CompositionAlice F. Stuhlmacher and Lauren S. Zervos9.Gender and Bargaining Power in Historical ContextAllison L. EliasBehind-the-Scenes: Gender Differences in Underlying Processes10.Gender and TrustMichael P. Haselhun11.Anger and Anxiety in Masculine-Stereotypic and Male-Dominated (MSMD) Negotiating Contexts: Affect and the Study of Gender in NegotiationChiara Trombini, Logan A. Berg, and Hannah Riley Bowles12.The Unspoken Language of Power: Interpersonal Dynamics of Nonverbal Behaviour in Mixed-Gender NegotiationsJustin D. Wareham and Jennifer R. Overbeck13.Gender, Communication, and NegotiationMeina Liu and Isabelle Yi Ren14.How Culture and Race Shape Gender Dynamics in NegotiationNegin R. Toosi, Zhaleh Semnani-Azad, Wen Shan, Shira Mor, and Emily T. AmanatullahStronger Self-Advocates: Persisting Despite Disruptions and Setbacks15.Negotiating Political Agency in Bosnia-HerzegovinaDeborah M. Kolb, Leyla Ramic-Mesihovic, and Anida Sabanovic16.Women-Focused Negotiation Training: A Gendered Solution to a Gendered ProblemCarol T. Kulik, Ruchi Sinha, and Mara Olekalns17.What Does ‘Bouncing Back’ Mean? Defining the Role of Resilience in Gender and NegotiationsBrooke A. GazdagConclusion18.Shifting Directions in Gender and Negotiation: From Understanding Women toward Understanding their CounterpartsJessica A. Kennedy and Mara OlekalnsIndex

Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Jessica A. Kennedy, Associate Professor of Management, Owen Graduate School of Management, Vanderbilt University, US

'This book makes a fabulous contribution to our understanding of the role of gender in negotiations, highlighting the contextual and situational forces that influence the negotiation process. A wonderful exploration of the burgeoning research in this field and a call to action for future inquiry.'--Linda C. Babcock, Carnegie Mellon University, US

• Contents:ForewordLinda PutnamIntroduction1.Spheres of Influence: Unpacking Gender Differences in NegotiationMara Olekalns and Jessica A. KennedyFriends, Families, Work: Negotiating in Long-Term Relationships2.Keeping Our Friends Close: Friendship Maintenance Through the Roles of Gender and NegotiationKaitlyn R. Gallagher, Tatem H. Burns, and Alice F. Stuhlmacher3.Gender and Spousal NegotiationBeth Livingston and Seung Whan Ryu4.Gender, Work-Family Negotiations, and Caregiving AmbitionJulia Bear and Tod Pittinsky5.“Superhero” Rhetoric versus Empathic Communication: How Male and Female First Responders Negotiate Work-LifeJaime Bochantin and Ashleigh DicksonBounded Negotiations: Gendered Norms as Constraints6.Deception in Negotiations: The Unique Role of GenderHooria Jazaieri and Laura J. Kray7.Same-Sex Peer Norms: Implications for Gender Differences in NegotiationSelin Kesebir, Sun Young Lee, Judy Qiu, and Madan Pillutla8.Role Salience and Context: The Example pf Negotiation Dyad Gender CompositionAlice F. Stuhlmacher and Lauren S. Zervos9.Gender and Bargaining Power in Historical ContextAllison L. EliasBehind-the-Scenes: Gender Differences in Underlying Processes10.Gender and TrustMichael P. Haselhun11.Anger and Anxiety in Masculine-Stereotypic and Male-Dominated (MSMD) Negotiating Contexts: Affect and the Study of Gender in NegotiationChiara Trombini, Logan A. Berg, and Hannah Riley Bowles12.The Unspoken Language of Power: Interpersonal Dynamics of Nonverbal Behaviour in Mixed-Gender NegotiationsJustin D. Wareham and Jennifer R. Overbeck13.Gender, Communication, and NegotiationMeina Liu and Isabelle Yi Ren14.How Culture and Race Shape Gender Dynamics in NegotiationNegin R. Toosi, Zhaleh Semnani-Azad, Wen Shan, Shira Mor, and Emily T. AmanatullahStronger Self-Advocates: Persisting Despite Disruptions and Setbacks15.Negotiating Political Agency in Bosnia-HerzegovinaDeborah M. Kolb, Leyla Ramic-Mesihovic, and Anida Sabanovic16.Women-Focused Negotiation Training: A Gendered Solution to a Gendered ProblemCarol T. Kulik, Ruchi Sinha, and Mara Olekalns17.What Does ‘Bouncing Back’ Mean? Defining the Role of Resilience in Gender and NegotiationsBrooke A. GazdagConclusion18.Shifting Directions in Gender and Negotiation: From Understanding Women toward Understanding their CounterpartsJessica A. Kennedy and Mara OlekalnsIndex

Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Jessica A. Kennedy, Associate Professor of Management, Owen Graduate School of Management, Vanderbilt University, US

'This book makes a fabulous contribution to our understanding of the role of gender in negotiations, highlighting the contextual and situational forces that influence the negotiation process. A wonderful exploration of the burgeoning research in this field and a call to action for future inquiry.'--Linda C. Babcock, Carnegie Mellon University, US

• Contents:ForewordLinda PutnamIntroduction1.Spheres of Influence: Unpacking Gender Differences in NegotiationMara Olekalns and Jessica A. KennedyFriends, Families, Work: Negotiating in Long-Term Relationships2.Keeping Our Friends Close: Friendship Maintenance Through the Roles of Gender and NegotiationKaitlyn R. Gallagher, Tatem H. Burns, and Alice F. Stuhlmacher3.Gender and Spousal NegotiationBeth Livingston and Seung Whan Ryu4.Gender, Work-Family Negotiations, and Caregiving AmbitionJulia Bear and Tod Pittinsky5.“Superhero” Rhetoric versus Empathic Communication: How Male and Female First Responders Negotiate Work-LifeJaime Bochantin and Ashleigh DicksonBounded Negotiations: Gendered Norms as Constraints6.Deception in Negotiations: The Unique Role of GenderHooria Jazaieri and Laura J. Kray7.Same-Sex Peer Norms: Implications for Gender Differences in NegotiationSelin Kesebir, Sun Young Lee, Judy Qiu, and Madan Pillutla8.Role Salience and Context: The Example pf Negotiation Dyad Gender CompositionAlice F. Stuhlmacher and Lauren S. Zervos9.Gender and Bargaining Power in Historical ContextAllison L. EliasBehind-the-Scenes: Gender Differences in Underlying Processes10.Gender and TrustMichael P. Haselhun11.Anger and Anxiety in Masculine-Stereotypic and Male-Dominated (MSMD) Negotiating Contexts: Affect and the Study of Gender in NegotiationChiara Trombini, Logan A. Berg, and Hannah Riley Bowles12.The Unspoken Language of Power: Interpersonal Dynamics of Nonverbal Behaviour in Mixed-Gender NegotiationsJustin D. Wareham and Jennifer R. Overbeck13.Gender, Communication, and NegotiationMeina Liu and Isabelle Yi Ren14.How Culture and Race Shape Gender Dynamics in NegotiationNegin R. Toosi, Zhaleh Semnani-Azad, Wen Shan, Shira Mor, and Emily T. AmanatullahStronger Self-Advocates: Persisting Despite Disruptions and Setbacks15.Negotiating Political Agency in Bosnia-HerzegovinaDeborah M. Kolb, Leyla Ramic-Mesihovic, and Anida Sabanovic16.Women-Focused Negotiation Training: A Gendered Solution to a Gendered ProblemCarol T. Kulik, Ruchi Sinha, and Mara Olekalns17.What Does ‘Bouncing Back’ Mean? Defining the Role of Resilience in Gender and NegotiationsBrooke A. GazdagConclusion18.Shifting Directions in Gender and Negotiation: From Understanding Women toward Understanding their CounterpartsJessica A. Kennedy and Mara OlekalnsIndex