Del Gobbo on Gender & Negotiation

Daniel Del Gobbo (University of Toronto – Faculty of Law) has posted The Feminist Negotiator's Dilemma (Ohio State Journal on Dispute Resolution, Vol. 33, No. 1, 2018) on SSRN.  Here is the abstract: This article challenges traditional approaches to gender difference in prescriptive negotiation analysis. Historically, dispute resolution scholars and practitioners analyzing the determinants of gender have either assumed or concluded that women and men negotiate differently, with so-called “women’s ways” being seen as less effective than “men’s ways” at achieving principled negotiation results. This position has led scholars to offer prescriptive negotiation advice that maps onto two forms of difference feminism: liberal feminist negotiation (translatable as “fix the woman”) and cultural feminist negotiation (translatable as “fix the system around the woman”). This article critiques difference…

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