You are leading a negotiating team for your company. When you sit down with the other party, someone on your side of the table blurts out: "Just tell us-what do we need to do to get more of your business?" And in that moment, you know you've lost the upper hand. Gaffes like this are more common...

This paper proposes and tests hypotheses drawn from the literature on gender, leadership, and conflict management about the outcomes facilitated by men and women in third party roles in dispute resolution. Results show that when managerial women occupy third party roles in which they lack...