Same-sex peer norms: implications for gender differences in negotiation

Kesebir, S, Lee, S Y, Qiu, J and Pillutla, M M (2020) Same-sex peer norms: implications for gender differences in negotiation. In: Research Handbook on Gender and Negotiation. Edward Elgar Publishing, Cheltenham, pp. 117-131. ISBN 9781788976763

Abstract

Starting in early childhood, girls and boys segregate into same-sex groups and create distinct peer cultures with different norms. Girls tend to form intimate dyadic bonds while boys interact in larger groups, in which they compete for rank. Girls rarely engage in group activities or openly compete against each other. Instead, female peer culture values harmony and the appearance of equality. These differences in peer culture may have implications for women’s negotiations because they prescribe certain norms on relating to others and coping with competition and conflict. In this chapter, we review differences in female and male peer relationships, and discuss the ways these differences could manifest themselves in negotiations.