Groups work for women: Gender and group identity in social Dilemmas

Rachel Croson, Melanie Marks, Jessica Snyder

Research output: Contribution to journalArticlepeer-review

29 Scopus citations

Abstract

Behavior in social-dilemma (mixed-motive) situations has been of great interest to economists, psychologists, and negotiation scholars. In this study, we used a threshold social-dilemma game to examine factors that have not yet been investigated and that may have an impact on behavior in these settings: gender and group identity. We found that, for women, interacting with members of a naturally occurring group increased coordination and efficiency, while for men, interacting with members of a naturally occurring group decreased coordination and efficiency. Psychological literature on gender differences and group interdependence explains these differences. We conclude by discussing the implications of these results for gender differences in negotiation behavior.

Original languageEnglish (US)
Pages (from-to)411-427
Number of pages17
JournalNegotiation Journal
Volume24
Issue number4
DOIs
StatePublished - Oct 1 2008
Externally publishedYes

Keywords

  • Gender
  • Identity
  • Negotiation
  • Social dilemma

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