Explaining gender differences in negotiation: A close replication of Amanatullah and Morris (2010).
Abstract
= 517) of the seminal research by Amanatullah and Morris. We did not observe a Gender × Advocacy interaction on anticipated backlash and salary requests. We only observed a main effect of gender on salary requests, which was mediated by anticipated backlash. Moreover, consistent with the original study, women (as compared to men) rated their negotiation style as less competitive, but only if they negotiated for themselves (and not when they advocated for others), and there were no effects regarding negotiators' chosen verbal statements. We discuss the relevance of these novel insights for theory and research on gender differences in negotiation, as well as its implications for women's pay and workplace success. (PsycInfo Database Record (c) 2026 APA, all rights reserved).
Fields of Study & Subjects
Conflict Management and Negotiation
Team Dynamics and Performance
Social Power and Status Dynamics
Publication details
- Journal / source
- Journal of Experimental Psychology General
- Publisher
- American Psychological Association (APA)
- Volume
- 155
- Issue
- 3
- Pages
- 819–838
- Publication date
- 15 January 2026
- Language
- EN