517: Race Matters: Unpacking the Influence of Racial Identity on Negotiation Outcomes (14927)

Organizer(s)

• KV

  Kathy Vo

  Kellogg School of Management, Northwestern U., United States
• GL

  Gabrielle Lopiano

  Vanderbilt U., United States

Presenter(s)

• DD

  David Daniels

  NUS Business School, Singapore
• EC

  Edward Chang

  Harvard Business School, United States
• JL

  Jackson Lu

  MIT Sloan School of Management, United States

Participant(s)

• TN

  Tosen Nwadei

  U. of Toronto, Rotman School of Management, Canada

This symposium features four papers that explore the role of race in negotiations. The studies utilize diverse methodologies and data sets to demonstrate gaps in negotiation propensity and outcomes, both between and within racial groups; the nuanced underlying mechanisms through which these gaps manifest, such as through differential employer assessment across racial groups; and initial evidence for strategies that may mitigate racial disparities in negotiation experiences. The goals of this symposium are to highlight ongoing research in the under- studied area of race and negotiations, and advance diversity and negotiations scholarship by illuminating the ways in which racial identity influences multiple stages of the negotiation process.

Presentations:

• 08:00 – 09:30 CT (GMT-5/UTC-5)

  517: Racial Discrimination in Online Job Negotiations (14927)
  

  Author: David P. Daniels – NUS Business School
• 08:00 – 09:30 CT (GMT-5/UTC-5)

  517: The Influence of Race and Sexual Orientation on Negotiation Outcomes For Men (14927)
  

  Author: Edward Chang – Harvard Business School
• 08:00 – 09:30 CT (GMT-5/UTC-5)

  517: Asians Don’t Ask? Relational Concerns, Negotiation Propensity, and Starting Salaries (14927)
  

  Author: Jackson Lu – MIT Sloan School of Management
• 08:00 – 09:30 CT (GMT-5/UTC-5)

  517: Fit in or Stand Out? The Effectiveness of Race-Based Impression Management in Salary Negotiations (14927)
  

  Author: Kathy Vo – Kellogg School of Management, Northwestern U.

  Author: Gabrielle Rose Lopiano – Vanderbilt U.

  Author: Tosen Nwadei – U. of Toronto, Rotman School of Management