The power to oblige: Power, gender, negotiation behaviors, and their consequences

Noa Nelson, Ilan Bronstein, Rotem Shacham, Rachel Ben-Ari

Research output: Contribution to journalArticlepeer-review

25 Scopus citations


This study experimentally examined how power and gender affect negotiation behaviors and how those behaviors affect negotiated outcomes. One hundred and forty-six dyads, in four combinations of power and gender, negotiated compensation agreements. In line with gender stereotypes, male negotiators were more dominating and females more obliging and somewhat more compromising. However, partially challenging the common association of power and masculinity, high-power negotiators were less dominating and more collaborating, obliging and avoiding than their low-power opponents. Generally, feminine and high-power behaviors induced agreement while masculine and low-power behaviors enhanced distributive personal gain. The study also assessed patterns of behavioral reciprocity and used sophisticated analytic tools to control for dyadic interdependence. Therefore it helps to elucidate the negotiation process and the role that power and its interplay with gender play in it.

Original languageEnglish
Pages (from-to)1-24
Number of pages24
JournalNegotiation and Conflict Management Research
Issue number1
StatePublished - 1 Feb 2015

Bibliographical note

Publisher Copyright:
© 2015 International Association for Conflict Management and Wiley Periodicals, Inc.


  • Dual-concern model
  • Gender
  • Negotiation behaviors
  • Negotiation dyadic effects
  • Negotiation outcomes
  • Power


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