Moving outside the board room: A proof-of-concept study on the impact of walking while negotiating.

ABSTRACT:

Purpose

Negotiation is a consequential activity that can exacerbate power differentials, especially for women. While traditional contexts can prime stereotypical gender roles and promote conditions that lead to performance differences, these can be mitigated by context shifts. This proof-of-concept study explores whether an easy-to-apply context shift, moving from seated indoors to walking outside, can help improve the quality of negotiated interactions. Here we examine walking's effects on negotiation and relational outcomes as well as experienced emotions, moderated by gender.

Design

Same-gender pairs were randomly assigned to either sitting or walking as either candidate or recruiter negotiating a job offer.

Participants

Eighty-one pairs of graduate students or com

SUBMITTER: Oppezzo M 

PROVIDER: S-EPMC10022808 | biostudies-literature | 2023

REPOSITORIES: biostudies-literature