Asking for less (but receiving more): Women avoid impasses and outperform men when negotiators have weak alternatives.

谈判 自信 心理学 社会心理学 心理信息 激励 主动性 微观经济学 政治学 经济 梅德林 法学
作者
Anyi Ma,Rebecca Ponce de Leon,Ashleigh Shelby Rosette
出处
期刊:Journal of Applied Psychology [American Psychological Association]
卷期号:109 (7): 1145-1158 被引量:3
标识
DOI:10.1037/apl0001138
摘要

Both research and conventional wisdom suggest that, due to their relational orientation, women are less likely than men to engage in agentic and assertive behaviors, leading them to underperform in zero-sum, distributive negotiations where one party's gain is equivalent to the other party's loss. However, past research tends to neglect the costs of reaching impasse by excluding impasses from measures of negotiation performance. Departing from this convention, we incorporate the economic costs of impasses into measures of negotiation performance to provide a more holistic examination of negotiation outcomes. In so doing, we reveal a reversal of the oft-cited male performance advantage when obtaining an impasse is especially economically costly (as is the case when negotiators have weak negotiation alternatives). Specifically, we predicted that female negotiators would make less assertive first offers than men due to their more relational orientation and that these gender differences in offer assertiveness should result in women avoiding impasse more often than men. Since avoiding impasses should improve negotiation performance when negotiators are able to obtain a deal that is more valuable than their negotiation alternative, women's tendency to avoid impasses should improve their performance when negotiators have weak (vs. strong) alternatives. These predictions were supported in eight studies (three preregistered) across various negotiation contexts, comprising data from the television show Shark Tank (Study 1), four incentive-compatible negotiation simulations (Studies 2 and 3, Supplemental Studies), and a multistudy causal experimental chain (Supplemental Studies 4a-c). (PsycInfo Database Record (c) 2024 APA, all rights reserved).
最长约 10秒,即可获得该文献文件

科研通智能强力驱动
Strongly Powered by AbleSci AI

祝大家在新的一年里科研腾飞
更新
大幅提高文件上传限制,最高150M (2024-4-1)

科研通是完全免费的文献互助平台,具备全网最快的应助速度,最高的求助完成率。 对每一个文献求助,科研通都将尽心尽力,给求助人一个满意的交代。
实时播报
吡咯爱成环应助陈永伟采纳,获得10
刚刚
hanliulaixi完成签到 ,获得积分10
4秒前
6秒前
灵巧的以亦完成签到 ,获得积分10
6秒前
脆脆鲨发布了新的文献求助10
12秒前
liu完成签到 ,获得积分10
13秒前
Ava应助yeggoo采纳,获得10
22秒前
24秒前
烟花应助脆脆鲨采纳,获得10
26秒前
29秒前
xx完成签到 ,获得积分10
31秒前
忧心的雁发布了新的文献求助10
35秒前
开开SWAG发布了新的文献求助20
39秒前
jp完成签到,获得积分10
41秒前
坦率秋玲完成签到,获得积分10
47秒前
48秒前
乐乐应助科研通管家采纳,获得10
49秒前
Ava应助科研通管家采纳,获得10
49秒前
852应助科研通管家采纳,获得10
50秒前
英俊的铭应助科研通管家采纳,获得10
50秒前
渔舟唱晚应助科研通管家采纳,获得20
50秒前
Jasper应助科研通管家采纳,获得10
50秒前
英俊的铭应助科研通管家采纳,获得10
50秒前
FashionBoy应助科研通管家采纳,获得10
50秒前
久久完成签到 ,获得积分10
51秒前
开开SWAG完成签到,获得积分10
1分钟前
Asahi完成签到,获得积分10
1分钟前
动听向彤完成签到,获得积分20
1分钟前
1分钟前
今日甜分超标完成签到 ,获得积分10
1分钟前
谦让成协发布了新的文献求助10
1分钟前
动听向彤发布了新的文献求助10
1分钟前
my完成签到,获得积分10
1分钟前
吴宵发布了新的文献求助10
1分钟前
大个应助demo采纳,获得10
1分钟前
丘比特应助小飞采纳,获得10
1分钟前
shimenwanzhao完成签到 ,获得积分0
1分钟前
1分钟前
脆脆鲨发布了新的文献求助10
2分钟前
2分钟前
高分求助中
Востребованный временем 2500
Production Logging: Theoretical and Interpretive Elements 2000
Agaricales of New Zealand 1: Pluteaceae - Entolomataceae 1500
Early Devonian echinoderms from Victoria (Rhombifera, Blastoidea and Ophiocistioidea) 1000
Mantiden: Faszinierende Lauerjäger Faszinierende Lauerjäger 1000
PraxisRatgeber: Mantiden: Faszinierende Lauerjäger 1000
The moderating role of collaborative capacity in the relationship between ecological niche-fitness and innovation investment: an ecosystem perspective 800
热门求助领域 (近24小时)
化学 医学 生物 材料科学 工程类 有机化学 生物化学 物理 内科学 纳米技术 计算机科学 化学工程 复合材料 基因 遗传学 物理化学 催化作用 细胞生物学 免疫学 冶金
热门帖子
关注 科研通微信公众号,转发送积分 3369098
求助须知:如何正确求助?哪些是违规求助? 2987951
关于积分的说明 8729377
捐赠科研通 2670648
什么是DOI,文献DOI怎么找? 1463009
科研通“疑难数据库(出版商)”最低求助积分说明 677077
邀请新用户注册赠送积分活动 668248