PNAS study finds women gain more repeat negotiation opportunities (opens in new tab)

A paper in the Proceedings of the National Academy of Sciences reports that men and women achieve similar economic outcomes in negotiations, while women leave counterparts more satisfied with the interaction and more willing to negotiate with them again. Charlotte Townsend of Cornell led the work with Laura Kray and Solène Delecourt at the University of California. The researchers examined “subjective value,” including trust, fairness and whether the other party felt heard, rather than only e...