Constraints and triggers: Situational mechanics of gender in negotiation.
Babcock, Linda C.
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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.
Citable link to this pagehttp://nrs.harvard.edu/urn-3:HUL.InstRepos:38036097
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