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Results

Women’s mean surplus was $9.20 (SD= $5.10) for the masculine negotiation. For the feminine negotiation, it was $12.02 (SD= $5.58). The men’s surplus was $25 minus the women’s surplus. As predicted, gender differences in performance were moderated by the negotiation topic, t (56)= 2.00, p<. 03, d= 0.53. In the masculine negotiation, women received significantly less than half of the $25 surplus, t (57)= 3.72, p<. 01; this means that men outperformed women. In the feminine negotiation, women’s surplus was not significantly different from half of the surplus, t (57)= 0.43, p=. 67; this means that there was no gender difference in performance for this negotiation.