Whether gender differences exist at the negotiation table is a
timeless question. To address this question, we identify five
major theoretical perspectives attempting to account for gender
differences at the bargaining table. We distinguish these
theoretical perspectives on the basis of the origin of gender
differences and the research questions they address. A common
thread that runs through each perspective is the gender
stereotype, which presumes masculine skills are more valuable at
the bargaining table than feminine skills. We then consider the
empirical support for this basic assumption as approached by each
theoretical perspective. Our review includes the two dominant
bargaining paradigms identified by Nash (1950)—cooperative and
non-cooperative (e.g., prisoner’s dilemmas) negotiations—and
non-interactive and group-level tasks.. We then look forward by
identifying a research agenda on this timely question for the new
millennium.
