Explaining gender differences in negotiation: A close replication of Amanatullah and Morris (2010).
Jens Mazei et al.
Abstract
Amanatullah and Morris (2010) advanced and tested central propositions from the field of gender differences in negotiation. They observed that women more readily anticipated backlash and requested lower salaries than men, yet only when they negotiated for themselves and not when they advocated for others (i.e., interaction effects). These insights are key building blocks of current theory explaining why and when women and men differ in salary negotiations. However, the research by Amanatullah and Morris had low statistical power and never received a close replication. Moreover, other conceptually related research has revealed divergent results. Thus, we conducted a close replication (total N = 517) of the seminal research by Amanatullah and Morris. We did not observe a Gender × Advocacy interaction on anticipated backlash and salary requests. We only observed a main effect of gender on salary requests, which was mediated by anticipated backlash. Moreover, consistent with the original study, women (as compared to men) rated their negotiation style as less competitive, but only if they negotiated for themselves (and not when they advocated for others), and there were no effects regarding negotiators' chosen verbal statements. We discuss the relevance of these novel insights for theory and research on gender differences in negotiation, as well as its implications for women's pay and workplace success. (PsycInfo Database Record (c) 2026 APA, all rights reserved).
Evidence weight
Balanced mode · F 0.40 / M 0.15 / V 0.05 / R 0.40
| F · citation impact | 0.50 × 0.4 = 0.20 |
| M · momentum | 0.50 × 0.15 = 0.07 |
| V · venue signal | 0.50 × 0.05 = 0.03 |
| R · text relevance † | 0.50 × 0.4 = 0.20 |
† Text relevance is estimated at 0.50 on the detail page — for your query’s actual relevance score, open this paper from a search result.