Washington University Journal of Law and Policy
What does it mean to be a woman negotiator? In the two decades that I have been teaching negotiation, I have encountered a wide range of human behavior in the negotiation setting. Individuals run the gamut in terms of their strategies, tactics, worldviews, charisma, perspicacity, flexibility, and other factors that affect negotiation behavior and negotiation outcomes. But one area that negotiation students are always curious about—be they top executives, law students, government employees, lawyers, or doctors—is the role of gender in negotiation. The maddening but intriguing answer to this question is the same as the answer to many other questions about negotiation: it’s complicated. The most important quality of negotiation is its dynamic and fluid nature, each encounter completely unique to its own participants and its own contexts, yet always with the possibility of analysis along a set of identifiable dimensions.
Gender, Negotiation, Legal Education
Rebecca E. Hollander-Blumoff, It’s Complicated: Reflections on Teaching Negotiation for Women, 62 Wash. U. J.L. & Pol'y 77 (2020)
Hollander-Blumoff, Rebecca E., "It’s Complicated: Reflections on Teaching Negotiation for Women" (2020). Scholarship@WashULaw. 151.