Putting the Gender Pay Gap on the Table: Teaching Strategic Empathy by means of Negotiation Support System to Enhance Women’s Performance in Salary Negotiation

Enhancing women’s negotiation performance has shown to be a complex task as existing stereotypes diminish the effectiveness of traditional negotiation strategies and traditional means for negotiation training lack accessibility and scalability. To target these issues, this research investigates to what extent Negotiation Support Systems (NSS)...