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- W3044506760 abstract "In this chapter, we review how both culture and race interact with gender to influence negotiation process and outcomes. We propose that the intersection of culture, race and gender create unique opportunities and constraints at the bargaining table. Namely, race and gender influence perceived social status (with men and racial majorities afforded more) but it is shared cultural norms which prescribe the behaviors deemed appropriate for high versus low status actors in turn affecting negotiation outcomes, both monetarily and relationally. By understanding how cultural norms and race shape negotiation behaviors, we can gain a better understanding of the mechanisms that may enable men and women alike to circumvent negative outcomes in negotiations." @default.
- W3044506760 created "2020-07-29" @default.
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- W3044506760 date "2020-07-14" @default.
- W3044506760 modified "2023-09-26" @default.
- W3044506760 title "How culture and race shape gender dynamics in negotiation" @default.
- W3044506760 doi "https://doi.org/10.4337/9781788976763.00024" @default.
- W3044506760 hasPublicationYear "2020" @default.
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