Marsh Investigating Gender Differences in Negotiations

Instruction by Turner College associate professor of management Laurence Marsh is a key component of the Turner College’s graduate program in organizational leadership.  One of the courses that he instructs in that program is MSOL 6125, Negotiations and Conflict Resolution.  Thus, it is not surprising that, in terms of research, he is currently investigating negotiations, particularly the role played by gender differences.  Marsh recently visited with Turner Business to discuss this work, which he is conducting with Hyeran Choi, formerly of CSU’s Turner College and currently of Chung Ang University in South Korea.  As Marsh explained, “We are using three negotiation scenarios and collecting subject responses in these scenarios where they are negotiating with someone of the same sex or the opposite sex.  We are also collecting data on multi-party negotiation scenarios where the gender mix is varied for each observation.”  This project by Marsh and Choi is likely to meet with publication success, as Choi is also an expert in negotiations.  A prior Turner Business blog entry describes Choi’s work indicating that effective negotiation rests in part on generating integrative agreements, or agreements advancing parties’ interests through generating joint gains, which was published by Group Decision and Negotiation in 2021.

Marsh earned an undergraduate degree from the United States Naval Academy, an MBA from the University of Hawaii, and a PhD in management from the University of Utah.  His research is currently closing in on 800 Google Scholar citations, with the top-cited contribution being a 2006 publication in the Strategic Management Journal.  His second most cited study was published in a 2014 issue of International Business Review.