What’s Race Got to Do with It? The Interactive Effect of Race and Gender on Negotiation Offers and Outcomes
研究发现，黑人女性谈判者比白人女性和黑人男性获得更有利的报价和结果，这源于她们被认为更具支配性和声望，挑战了女性谈判者普遍处于劣势的观点。
Research suggests that women negotiators tend to obtain worse outcomes than men; however, we argue this finding does not apply to all women. Integrating research on social hierarchies, gender in negotiations, and intersectional stereotype content, we develop a theoretical framework that explains the interactive effect of race and gender on offers and outcomes received in distributive negotiations. With a focus on Black and White women and men negotiators, we predicted that stereotypes related to their race and gender lead Black women negotiators to receive more favorable negotiation offers and outcomes than White women and Black men negotiators and this effect is explained by ascriptions of dominance and prestige, respectively. Results of three experimental studies involving diverse samples—online panel participants, individuals selling items on Craigslist, and MBA students—support these predictions. More specifically, we find that Black women negotiators are perceived as more dominant than White women negotiators, and Black women negotiators are ascribed greater prestige than Black men negotiators. These ascriptions allow Black women negotiators to receive more favorable negotiation offers and outcomes compared with White women and Black men. These findings highlight the importance of jointly considering the influence of race and gender in negotiations. Funding: This research was supported in part by funding offered to Dr. Sreedhari D. Desai by the Collins Dawson Endowment and the Crist W. Blackwell Fund at the University of North Carolina at Chapel Hill. Supplemental Material: The online supplement is available at https://doi.org/10.1287/orsc.2022.1629 .