Culture as a Moderator of Gender difference in Negotiation Performance: A Meta-analysis

Culture and gender have been separately studied as important factors that influence individual's negotiation strategy and outcome. This study proposed a need to corporate these two together in negotiation research under an interactive perspective by providing a meta-analytic review on high- versus low-context culture as a strong moderator in gender difference of negotiation performance. Studies reporting the objective negotiation outcomes from high- versus low-context cultures were reviewed. Altering the previous consensus that male negotiation performance was better than female, results revealed that in low context cultures, male negotiators performed better than women, whereas in high context cultures, women have better negotiation performance than men. The theoretical and practical implications are highlighted in discussion.