The Influences of Media, Power, and Male Communication on Concession Making by Females during Negotiations

Research indicates that females' economic negotiated outcomes are generally worse than those of males. However, this research has also noted several circumstances when females' economic outcomes are at least as good as those of males. In the present study, we explore this equivocal pattern of outcomes with a focus on concessions that females make as they negotiate with males over two media, audio and instant messaging (IM). We proposed and tested a model to explain these concessions and how they are influenced by elements of the negotiation context, including the medium, resource power, and the degree that positive affect is communicated by males to females. Our predictions are based on role congruity theory. We predicted and found that females tend to have poorer economic negotiated outcomes due to greater concession making when they use an audio rather than IM media and when they have more resource power. In addition, we found that females tend to fare poorer economically with the combination of having more resource power and negotiating using audio, than would be expected based on the simple sum of the effects of resource power and using audio. Finally, we found that when females have resource power and positive affect is communicated by their male partners, females tend to fare better economically. These findings suggest choices that both females and males can make so as to enhance their economic outcomes. For example, when they can choose the negotiation medium, females should choose to negotiate over IM rather than audio, while males should choose audio rather than IM.