Constraints and triggers: Situational mechanics of gender in negotiation.
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CitationBowles, Hannah Riley, Linda Babcock, Kathleen L. McGinn. 2005. Constraints and Triggers : Situational Mechanics of Gender in Negotiation. Journal of Personality and Social Psychology 89 (6): 951-965.
AbstractThe authors propose two categories of situational moderators of gender in negotiation: situational ambiguity and gender triggers. Reducing the degree of situational ambiguity constrains the influence of gender on negotiation. Gender triggers prompt divergent behavioral responses as a function of gender. Field and lab studies (1 and 2) demonstrate that decreased ambiguity in the economic structure of a negotiation (structural ambiguity) reduces gender effects on negotiation performance. Study 3 shows representation role (negotiating for self or other) functions as a gender trigger by producing a greater effect on female than male negotiation performance. Study 4 shows decreased structural ambiguity constrains gender effects of representation role, suggesting situational ambiguity and gender triggers work in interaction to moderate gender effects on negotiation performance.
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