Turetsky, K. M., Curley, J. P., Carter, A. B., & Purdie‐Greenaway, V. (2022). Explaining the gender gap in negotiation performance: Social network ties outweigh internal barriers. Journal of Social Issues.

Gender disparities in negotiation outcomes contribute to inequality inthe workplace and beyond. Explanations of gender gaps in negotiation oftenfocus on internal barriers women face as a consequence of contending withstigma in the workplace and other historically male‐dominated environments,such as stereotype threat and apprehension about negotiating. However, stigmais also associated with relational consequences that may influence success innegotiations. This research compared internal and relational mechanisms forgender disparities in negotiation performance. Seventy‐seven MBA executivesreported their apprehension about negotiating, stereotype threat innegotiations, mindset about negotiation‐related stress, and class socialnetworks. Participants were then randomly paired to complete a series ofone‐on‐one negotiations based on real‐world scenarios. Overall, menoutperformed women in negotiations. Significant gender differences emerged instereotype threat, stress mindset, and social network centrality. However,only network centrality—specifically number and strength ofties—significantly mediated the relationship between gender and negotiationperformance. Position in informal social networks may play an important rolein negotiation outcomes, particularly in a shared social environment like theworkplace. Although efforts to explain the gender gap in negotiationperformance often center internal psychological mechanisms, this researchsuggests that relational explanations, such as disparities in socialnetworks, merit further attention. Limitations and recommendations for futureresearch and policy are discussed.