{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,10,29]],"date-time":"2026-10-29T19:39:30Z","timestamp":1793302770725,"version":"4.5.0"},"reference-count":82,"publisher":"National Academy of Sciences","issue":"26","license":[{"start":{"date-parts":[[2026,6,22]],"date-time":"2026-06-22T00:00:00Z","timestamp":1782086400000},"content-version":"vor","delay-in-days":0,"URL":"https:\/\/creativecommons.org\/licenses\/by\/4.0\/"}],"content-domain":{"domain":["www.pnas.org"],"crossmark-restriction":true},"short-container-title":["Proc. Natl. Acad. Sci. U.S.A."],"published-print":{"date-parts":[[2026,6,30]]},"abstract":"<jats:p>While gender and economic outcomes in negotiation have been studied for decades, much less is known about gender differences in subjective outcomes, such as trust, rapport, and willingness to negotiate again, despite their importance for long-term success. In a series of studies with over 2,000 participants, we find that people consistently report better subjective outcomes when negotiating with women. This preference persists even in anonymous negotiations where gender is unknown and cannot be inferred from behavior, as well as in conditions where negotiation partner gender is randomly assigned. Importantly, we find no gender difference in economic outcomes. To understand why, we analyzed transcripts of real negotiations for any behavioral differences. These findings reveal an overlooked gender dynamic: While men and women achieve similar economic results, women foster stronger interpersonal relationships, which in turn lead to greater satisfaction and greater desire for future negotiations with women.<\/jats:p>","DOI":"10.1073\/pnas.2523202123","type":"journal-article","created":{"date-parts":[[2026,6,22]],"date-time":"2026-06-22T19:02:29Z","timestamp":1782154949000},"update-policy":"https:\/\/doi.org\/10.1073\/pnas.cm10313","source":"Crossref","is-referenced-by-count":6,"title":["People prefer to negotiate with women, even when outcomes are identical and gender is unknown"],"prefix":"10.1073","volume":"123","author":[{"ORCID":"https:\/\/orcid.org\/0000-0002-9571-8300","authenticated-orcid":false,"given":"Charlotte H.","family":"Townsend","sequence":"first","affiliation":[{"id":[{"id":"https:\/\/ror.org\/01an7q238","id-type":"ROR","asserted-by":"publisher"}],"name":"Haas School of Business, University of California Berkeley","place":["Berkeley"]},{"id":[{"id":"https:\/\/ror.org\/05bnh6r87","id-type":"ROR","asserted-by":"publisher"}],"name":"Industrial & Labor Relations School, Cornell University","place":["Ithaca"]}],"role":[{"vocabulary":"crossref","role":"author"}]},{"ORCID":"https:\/\/orcid.org\/0000-0003-3428-4454","authenticated-orcid":false,"given":"Laura J.","family":"Kray","sequence":"additional","affiliation":[{"id":[{"id":"https:\/\/ror.org\/01an7q238","id-type":"ROR","asserted-by":"publisher"}],"name":"Haas School of Business, University of California Berkeley","place":["Berkeley"]}],"role":[{"vocabulary":"crossref","role":"author"}]},{"ORCID":"https:\/\/orcid.org\/0000-0002-5917-3526","authenticated-orcid":false,"given":"Sol\u00e8ne","family":"Delecourt","sequence":"additional","affiliation":[{"id":[{"id":"https:\/\/ror.org\/01an7q238","id-type":"ROR","asserted-by":"publisher"}],"name":"Haas School of Business, University of California Berkeley","place":["Berkeley"]}],"role":[{"vocabulary":"crossref","role":"author"}]}],"member":"341","published-online":{"date-parts":[[2026,6,22]]},"reference":[{"key":"e_1_3_4_1_2","first-page":"470","volume-title":"The Handbook of Social Psychology","author":"Pruitt D. G.","year":"1998","unstructured":"D. G. Pruitt, \u201cSocial conflict\u201d in The Handbook of Social Psychology, (McGraw-Hill, New York, NY, US, ed. 4, 1998), vol. 1\u20132, pp. 470\u2013503.","edition":"4"},{"key":"e_1_3_4_2_2","doi-asserted-by":"publisher","DOI":"10.1111\/j.1750-4716.2012.00093.x"},{"key":"e_1_3_4_3_2","first-page":"103","article-title":"Gender stereotypes and negotiation performance: An examination of theory and research","volume":"26","author":"Kray L. J.","year":"2004","unstructured":"L. J. Kray, L. Thompson, Gender stereotypes and negotiation performance: An examination of theory and research. Res. Organ. Behav. 26, 103\u2013182 (2004).","journal-title":"Res. Organ. Behav."},{"key":"e_1_3_4_4_2","doi-asserted-by":"publisher","DOI":"10.1111\/j.1750-4716.2008.00030.x"},{"key":"e_1_3_4_5_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.obhdp.2006.09.001"},{"key":"e_1_3_4_6_2","doi-asserted-by":"publisher","DOI":"10.1111\/j.1571-9979.2008.00200.x"},{"key":"e_1_3_4_7_2","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.93.4.600"},{"key":"e_1_3_4_8_2","doi-asserted-by":"publisher","DOI":"10.1111\/j.1744-6570.1999.tb00175.x"},{"key":"e_1_3_4_9_2","doi-asserted-by":"publisher","DOI":"10.1006\/obhd.1998.2797"},{"key":"e_1_3_4_10_2","doi-asserted-by":"publisher","DOI":"10.1016\/B978-0-12-601250-7.50011-8"},{"key":"e_1_3_4_11_2","doi-asserted-by":"publisher","DOI":"10.5465\/19416520802211453"},{"key":"e_1_3_4_12_2","doi-asserted-by":"publisher","DOI":"10.1037\/a0038184"},{"key":"e_1_3_4_13_2","doi-asserted-by":"publisher","DOI":"10.1016\/0749-5978(90)90048-E"},{"key":"e_1_3_4_14_2","doi-asserted-by":"publisher","DOI":"10.1093\/oxfordhb\/9780199730858.013.0011"},{"key":"e_1_3_4_15_2","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.91.3.493"},{"key":"e_1_3_4_16_2","doi-asserted-by":"publisher","DOI":"10.1037\/a0013746"},{"key":"e_1_3_4_17_2","doi-asserted-by":"publisher","DOI":"10.1037\/pspi0000410"},{"key":"e_1_3_4_18_2","doi-asserted-by":"publisher","DOI":"10.1111\/j.1559-1816.2010.00593.x"},{"key":"e_1_3_4_19_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.jesp.2019.103943"},{"key":"e_1_3_4_20_2","doi-asserted-by":"publisher","DOI":"10.1006\/obhd.1994.1083"},{"key":"e_1_3_4_21_2","doi-asserted-by":"publisher","DOI":"10.1177\/00031224221087374"},{"key":"e_1_3_4_22_2","doi-asserted-by":"publisher","DOI":"10.1111\/j.1467-9760.1996.tb00055.x"},{"key":"e_1_3_4_23_2","doi-asserted-by":"publisher","DOI":"10.1073\/pnas.1517780113"},{"key":"e_1_3_4_24_2","doi-asserted-by":"publisher","DOI":"10.1126\/science.7466396"},{"key":"e_1_3_4_25_2","unstructured":"R. H. Thaler A. O. Imas The Winner\u2019s Curse: Behavioral Economics Anomalies Then and Now (Simon and Schuster 2025)."},{"key":"e_1_3_4_26_2","doi-asserted-by":"publisher","DOI":"10.1016\/S0749-5978(02)00005-5"},{"key":"e_1_3_4_27_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.obhdp.2019.11.006"},{"key":"e_1_3_4_28_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.obhdp.2019.09.005"},{"key":"e_1_3_4_29_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.obhdp.2021.104108"},{"key":"e_1_3_4_30_2","first-page":"3","article-title":"A pawn in someone else\u2019s game?: The cognitive, motivational, and paradigmatic barriers to women\u2019s excelling in negotiation","volume":"35","author":"Kennedy J. A.","year":"2015","unstructured":"J. A. Kennedy, L. J. Kray, A pawn in someone else\u2019s game?: The cognitive, motivational, and paradigmatic barriers to women\u2019s excelling in negotiation. Res. Organ. Behav. 35, 3\u201328 (2015).","journal-title":"Res. Organ. Behav."},{"key":"e_1_3_4_31_2","doi-asserted-by":"publisher","DOI":"10.1177\/0008125617727744"},{"key":"e_1_3_4_32_2","doi-asserted-by":"publisher","DOI":"10.1037\/0033-2909.108.3.515"},{"key":"e_1_3_4_33_2","doi-asserted-by":"publisher","DOI":"10.1146\/annurev.ps.38.020187.002101"},{"key":"e_1_3_4_34_2","volume-title":"Person Perception","author":"Schneider D. J.","year":"1979","unstructured":"D. J. Schneider, P. C. Ellsworth, A. H. Hastorf, Person Perception (Random House, 1979)."},{"key":"e_1_3_4_35_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.obhdp.2014.06.002"},{"key":"e_1_3_4_36_2","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.87.4.510"},{"key":"e_1_3_4_37_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.copsyc.2022.101461"},{"key":"e_1_3_4_38_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.obhdp.2022.104189"},{"key":"e_1_3_4_39_2","doi-asserted-by":"publisher","DOI":"10.1037\/apl0001138"},{"key":"e_1_3_4_40_2","doi-asserted-by":"publisher","DOI":"10.5465\/amd.2022.0021"},{"key":"e_1_3_4_41_2","first-page":"61","volume-title":"Advances in Experimental Social Psychology","author":"Cuddy A. J. C.","year":"2008","unstructured":"A. J. C. Cuddy, S. T. Fiske, P. Glick, \u201cWarmth and competence as universal dimensions of social perception: The stereotype content model and the BIAS map\u201d in Advances in Experimental Social Psychology, M. P. Zanna, Ed. (Academic Press, 2008), vol. 40, pp. 61\u2013149."},{"key":"e_1_3_4_42_2","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.82.6.878"},{"key":"e_1_3_4_43_2","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.93.5.751"},{"key":"e_1_3_4_44_2","first-page":"195","volume-title":"Advances in Experimental Social Psychology","author":"Abele A. E.","year":"2014","unstructured":"A. E. Abele, B. Wojciszke, \u201cChapter Four\u2013Communal And agentic content in social cognition: A dual perspective model\u201d in Advances in Experimental Social Psychology, J. M. Olson, M. P. Zanna, Eds. (Academic Press, 2014), vol. 50, pp. 195\u2013255."},{"key":"e_1_3_4_45_2","doi-asserted-by":"publisher","DOI":"10.1177\/17456916211071087"},{"key":"e_1_3_4_46_2","doi-asserted-by":"publisher","DOI":"10.1007\/s11199-019-01052-w"},{"key":"e_1_3_4_47_2","doi-asserted-by":"publisher","DOI":"10.1111\/j.1471-6402.1991.tb00792.x"},{"key":"e_1_3_4_48_2","doi-asserted-by":"publisher","DOI":"10.1037\/0033-2909.122.1.5"},{"key":"e_1_3_4_49_2","volume-title":"Sex Differences in Social Behavior: A Social-Role Interpretation","author":"Eagly A. H.","year":"1987","unstructured":"A. H. Eagly, Sex Differences in Social Behavior: A Social-Role Interpretation (Lawrence Erlbaum Associates, Inc, Hillsdale, NJ, US, 1987)."},{"key":"e_1_3_4_50_2","volume-title":"You Just Don\u2019t Understand: Women and Men in Conversation","author":"Tannen D.","year":"1990","unstructured":"D. Tannen, You Just Don\u2019t Understand: Women and Men in Conversation (Morrow, 1990)."},{"key":"e_1_3_4_51_2","doi-asserted-by":"publisher","DOI":"10.1037\/a0012612"},{"key":"e_1_3_4_52_2","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.93.4.614"},{"key":"e_1_3_4_53_2","doi-asserted-by":"publisher","DOI":"10.1521\/soco.2009.27.3.418"},{"key":"e_1_3_4_54_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.jbusres.2009.07.002"},{"key":"e_1_3_4_55_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.jebo.2007.10.006"},{"key":"e_1_3_4_56_2","doi-asserted-by":"publisher","DOI":"10.5465\/amj.2012.0461"},{"key":"e_1_3_4_57_2","volume-title":"Her Place at the Table: A Consideration of Gender Issues in Negotiation","author":"Kolb D. M.","year":"1988","unstructured":"D. M. Kolb, G. G. Coolidge, Her Place at the Table: A Consideration of Gender Issues in Negotiation (Harvard Law School, Cambridge, MA, Revised, 1988)."},{"key":"e_1_3_4_58_2","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.94.2.320"},{"key":"e_1_3_4_59_2","doi-asserted-by":"publisher","DOI":"10.1177\/1948550613482987"},{"key":"e_1_3_4_60_2","doi-asserted-by":"publisher","DOI":"10.1023\/A:1005719122519"},{"key":"e_1_3_4_61_2","unstructured":"P. K. Masur M. Scharkow specr: Conducting and visualizing specification curve analyses version 1.0.0. (2023). https:\/\/cran.r-project.org\/web\/packages\/specr\/."},{"key":"e_1_3_4_62_2","doi-asserted-by":"publisher","DOI":"10.1038\/s41562-020-0912-z"},{"key":"e_1_3_4_63_2","unstructured":"H. W. S. Bao bruceR: Broadly useful convenient and efficient R functions. 0.x.x. version R package version 0.7.2. (2021). https:\/\/CRAN.R-project.org\/package=bruceR."},{"key":"e_1_3_4_64_2","doi-asserted-by":"crossref","unstructured":"K. Chawla CaSiNo: A corpus of campsite negotiation dialogues for automatic negotiation systems. arXiv [Preprint] (2021). https:\/\/doi.org\/10.48550\/arXiv.2103.15721 (Accessed 19 January 2026).","DOI":"10.18653\/v1\/2021.naacl-main.254"},{"key":"e_1_3_4_65_2","doi-asserted-by":"publisher","DOI":"10.1287\/mnsc.2017.2756"},{"key":"e_1_3_4_66_2","doi-asserted-by":"publisher","DOI":"10.1126\/sciadv.1500599"},{"key":"e_1_3_4_67_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.riob.2011.10.004"},{"key":"e_1_3_4_68_2","unstructured":"R. Friedman Coding negotiations with AI: Instructions and validation for coding model 1. (2024). https:\/\/www.ainegotiationlab-vanderbilt.com\/static\/assets\/VandAI_Neg_Lab_Model2_Paper.pdf. Accessed 30 September 2024."},{"key":"e_1_3_4_69_2","doi-asserted-by":"publisher","DOI":"10.1037\/0021-9010.89.2.263"},{"key":"e_1_3_4_70_2","first-page":"278","article-title":"Understanding the cross-level effects of subjective value and negotiation behavior on negotiator satisfaction","volume":"18","author":"Yan S.","year":"2025","unstructured":"S. Yan, W. Guo, W. Lu, Y. Wang, Understanding the cross-level effects of subjective value and negotiation behavior on negotiator satisfaction. Negot. Confl. Manag. Res. 18, 278\u2013305 (2025).","journal-title":"Negot. Confl. Manag. Res."},{"key":"e_1_3_4_71_2","doi-asserted-by":"publisher","DOI":"10.4135\/9781412985116"},{"key":"e_1_3_4_72_2","doi-asserted-by":"publisher","DOI":"10.1002\/job.671"},{"key":"e_1_3_4_73_2","doi-asserted-by":"publisher","DOI":"10.1515\/9780691212845"},{"key":"e_1_3_4_74_2","doi-asserted-by":"publisher","DOI":"10.1146\/annurev-psych-033020-014116"},{"key":"e_1_3_4_75_2","doi-asserted-by":"publisher","DOI":"10.5465\/amr.2006.20208689"},{"key":"e_1_3_4_76_2","article-title":"Women\u2019s approachability premium in sales: A field experiment among microentrepreneurs","author":"Delecourt S.","unstructured":"S. Delecourt, L. Doering, O. Ng, Women\u2019s approachability premium in sales: A field experiment among microentrepreneurs. Organ. Sci., in press.","journal-title":"Organ. Sci."},{"key":"e_1_3_4_77_2","unstructured":"J. Zenger J. Folkman Research: Women score higher than men in most leadership skills. Harvard Business Review (2019). https:\/\/hbr.org\/2019\/06\/research-women-score-higher-than-men-in-most-leadership-skills."},{"key":"e_1_3_4_78_2","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.89.6.951"},{"key":"e_1_3_4_79_2","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.80.6.942"},{"key":"e_1_3_4_80_2","volume-title":"Measuring Sex Stereotypes: A Thirty-Nation Study","author":"Williams J. E.","year":"1982","unstructured":"J. E. Williams, D. L. Best, Measuring Sex Stereotypes: A Thirty-Nation Study (SAGE Publications, 1982)."},{"key":"e_1_3_4_81_2","doi-asserted-by":"publisher","DOI":"10.1111\/ncmr.12065"},{"key":"e_1_3_4_82_2","doi-asserted-by":"publisher","DOI":"10.1016\/j.obhdp.2004.05.002"}],"container-title":["Proceedings of the National Academy of Sciences"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/pnas.org\/doi\/pdf\/10.1073\/pnas.2523202123","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2026,6,22]],"date-time":"2026-06-22T19:04:25Z","timestamp":1782155065000},"score":1,"resource":{"primary":{"URL":"https:\/\/pnas.org\/doi\/10.1073\/pnas.2523202123"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2026,6,22]]},"references-count":82,"journal-issue":{"issue":"26","published-print":{"date-parts":[[2026,6,30]]}},"alternative-id":["10.1073\/pnas.2523202123"],"URL":"https:\/\/doi.org\/10.1073\/pnas.2523202123","relation":{},"ISSN":["0027-8424","1091-6490"],"issn-type":[{"value":"0027-8424","type":"print"},{"value":"1091-6490","type":"electronic"}],"subject":[],"published":{"date-parts":[[2026,6,22]]},"assertion":[{"value":"2025-09-02","order":0,"name":"received","label":"Received","group":{"name":"publication_history","label":"Publication History"}},{"value":"2026-04-30","order":2,"name":"accepted","label":"Accepted","group":{"name":"publication_history","label":"Publication History"}},{"value":"2026-06-22","order":3,"name":"published","label":"Published","group":{"name":"publication_history","label":"Publication History"}}],"article-number":"e2523202123"}}