A Contextual Perspective on Gender and Negotiation

性别与谈判的背景视角

• 批准号: 0213474
• 负责人: Linda Babcock
• 金额: --
• 依托单位: Carnegie-Mellon University
• 依托单位国家: 美国
• 项目类别: Continuing Grant
• 财政年份: 2002
• 资助国家: 美国
• 起止时间: 2002-08-01 至 2007-07-31
• 项目状态: 已结题
• 来源: https://www.nsf.gov/awardsearch/showAward?AWD_ID=0213474&HistoricalAwards=false
• 关键词: Contextual; Perspective; Gender; Negotiation

Over the last two decades, there has been an upsurge in research in social psychology on the relationships among gender, cognition, and social behavior. Over the same period, studies of gender in negotiation have declined. In contrast to the movement in social psychology from tests of gender as a personality variable to investigations of gender in context, the negotiation field has largely abandoned the gender variable as an inconsistent predictor of negotiator behavior or performance. In this research program, we argue that gender has mostly been treated as a static, decontextualized demographic variable in the negotiation literature, and that we have yet to understand the complex nature of gender as a labile yet influential psychological construct in negotiation. Our focus is on the situational factors and psychological processes that mediate the relationship between gender and negotiation. We thus begin to answer the questions "under what conditions and why does gender matter in negotiation?" We take as a central proposition in this research that gender effects are not invariant across situations; rather we emphasize that gender is a "context-dependent phenomenon." We investigate how contextual factors, such as the strength of the situation and the relevance and salience of gender to negotiator's roles or the type of resource being distributed, activate distinct gender-based expectations, cognitions, and behavior. In the first set of studies, we present preliminary laboratory evidence about the role the situational factors play in moderating gender differences in negotiation outcomes. We propose a series of new experiments to further explore these contextual moderators and importantly, to develop interventions that eliminate gender differences. Our goals in this research are to further illuminate the psychological mechanisms that cause gender to matter in negotiations and develop practical advice that can help women improve their negotiated outcomes. In the second set of studies, we turn our attention to a greatly understudied area - the initiation of negotiations. We develop a two-stage model of the decision to initiate a negotiation. Using data from a preliminary field study, we find that women are less likely to initiate negotiations and that the psychological process in our model help to explain the overall individual differences as well as gender differences in initiating negotiations. We propose a new field study and a series of laboratory experiments to further investigate the contextual moderators of gender differences in the initiation of negotiations.

在过去的二十年里，社会心理学对性别、认知和社会行为之间关系的研究兴起。 在同一时期，关于谈判中的性别问题的研究有所减少。 与社会心理学从将性别作为人格变量的测试到将性别作为情境变量的调查的运动相反，谈判领域在很大程度上放弃了将性别变量作为谈判者行为或表现的不一致预测因素。 在这项研究计划中，我们认为，性别大多被视为一个静态的，去语境化的人口统计变量在谈判文学，我们还没有理解的复杂性，性别作为一个不稳定的，但有影响力的心理结构在谈判。 我们的重点是调解性别和谈判之间的关系的情境因素和心理过程。 因此，我们开始回答这样的问题：“在什么条件下以及为什么性别在谈判中起作用？“我们在这项研究中的一个中心命题是，性别效应在不同情况下并不是不变的;相反，我们强调性别是一种“依赖于背景的现象”。“我们调查了情境因素，如情境的强度以及性别与谈判者角色的相关性和突出性，或分配的资源类型，如何激活不同的基于性别的期望，认知和行为。 在第一组研究中，我们提出了初步的实验室证据的作用，情景因素在调节谈判结果的性别差异。 我们提出了一系列新的实验，以进一步探讨这些上下文主持人，重要的是，制定干预措施，消除性别差异。 我们在这项研究中的目标是进一步阐明导致性别在谈判中发挥作用的心理机制，并制定切实可行的建议，帮助女性改善谈判结果。在第二组研究中，我们将注意力转向一个研究得非常不足的领域-谈判的启动。 我们开发了一个两阶段的决定启动谈判的模型。 从初步的实地研究的数据，我们发现，妇女不太可能发起谈判，在我们的模型中的心理过程有助于解释整体的个人差异以及性别差异，在发起谈判。 我们提出了一个新的实地研究和一系列的实验室实验，进一步探讨了在谈判的启动性别差异的上下文调节。