The Role of Gender, Race, and Culture in Shaping Negotiation Behaviors with Negin Toosi (HKS WAPPP)


Thursday, September 23, 2021, 12:00pm to 1:00pm


Online via Zoom

Register here to receive the Zoom link. 

Much of the existing literature on gender differences in negotiations indicates that women are at a disadvantage, due to socially prescribed gender norms and backlash for those who do not conform. However, this gender difference is not universal. In taking an intersectional approach to examine the role of both culture (in terms of shared values and norms among a group of people) and race (in terms of status hierarchies and intersectionality), a broader picture emerges: negotiation behaviors are shaped by what is valued in the cultural context and who is allowed to embody those values.

See also: Harvard