Dare to Ask. Negotiating When it Matters. Texas Enterprise Speaker Series, Dr. Emily Amanatullah, McCombs School of Business

 Texas Enterprise Speaker Series
Who: Open to the public.  
When: Wednesday, March 28     11:30 a.m.-1 p.m.

Dr. Emily Amanatullah

Where: AT&T Executive Education & Conference Center
Room 204 Amphitheatre
1900 University Ave.
Austin, TX 78705
Cost: $20. Includes box lunch. Reservations are limited. Walk-ups are welcome on a space available basis, due to room capacity. A limited number of lunches available for purchase.
RSVP Scroll down to REGISTER button.
Parking: Garage parking is available at the AT&T Conference Center for $4, with validation at The Spirit Gift Shop (located off the hotel side lobby, level L).  Texas Enterprise

Are women less effective negotiators than men because they are afraid of social disapproval if they come on too strong?

Research says yes. And it's not because women lack the capability or motivation to bargain effectively. The reason is, according to Dr. Amanatullah's recent research on the Role of Gender in the Workplace, that when women are in a negotiating role, while they are concerned about the issue at hand they are also concerned about social "backlash" if they do not act in a manner consistent with the traditional feminine gender role.

Women face unique constraints at the bargaining table, especially in salary negotiations or when assets need to be divided. To be effective, assertive and competitive tactics are often necessary to win, but women are often criticized when they use more dominant techniques, similar to techniques and demeanors of their male opponents. When women do use more gender-consistent concessionary (feminine) tactics, they usually end up with a smaller piece of the pie.

Interestingly, when women are advocating for someone else, their tendency to worry about maintaining their own feminine gender role does not play as large a role and they are often more effective.

Dr. Amanatalluh explores the situational moderators that free women to effectively leverage assertive bargaining tactics without fear of social backlash for violating gender norms.




Professor Emily Amanatullah is an Assistant Professor in the Management Department of the McCombs School of Business. She went to Duke University where she received her BS in Psychology and Computer Science in 2002 and attended Columbia Business School where she earned her Ph.D. in Organizational Behavior in 2007. She teaches The Art and Science of Negotiation and Women in Management. Her research explores the intersection of these topics; looking at the unique constraints and opportunities that women face at the bargaining table specifically and in business more generally.

Emily Amanatullah was selected as a member of the inaugural cohort of the Society for Teaching Excellence, whose purpose is to honor assistant professors who have demonstrated a particularly strong commitment to teaching and whose members are selected by senior members of the University's Academy of Distinguished Teachers. She was a finalist in 2008 for the Society for Experimental Social Psychology Dissertation Award as well as a nominee for the Academy of Management’s William H. Newman Award. Furthermore, Emily was one of two recipients who was awarded the Psychology Section of the New York Academy of Sciences’ 2007 James McKeen Cattell Award for her doctoral dissertation, “Negotiating Gender Role Stereotypes: The Influence of Gender Role Stereotypes on Perceivers’ Evaluations and Target’s Behaviors in Value Claiming Negotiations and Situation Moderation by Representation Role” (with Michael Morris).


Due to catering confirmations, we can only accept requests for refunds up to 72 hours before the event. Thank you.


Questions? Please contact Gayle Hight gayle.hight@mccombs.utexas.edu or 512-475-6423.

Time: 11:30 AM - 1:00 PM

We're sorry, the deadline for buying tickets for this event has passed.