M.-H. Tsai, L. Rees, J. Parlamis, M. A. Gross, D. A. Cai
14 episodes
4 months ago
“Article to Audio” features interviews with scholars about their research on negotiation and conflict management from our field's top academic journals. We have specifically designed the format and content of the episodes to be rooted in research findings but avoiding complicated jargon so that the series can be useful for a variety of audiences, including upper-year undergraduates, graduate students, and the general public.
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“Article to Audio” features interviews with scholars about their research on negotiation and conflict management from our field's top academic journals. We have specifically designed the format and content of the episodes to be rooted in research findings but avoiding complicated jargon so that the series can be useful for a variety of audiences, including upper-year undergraduates, graduate students, and the general public.
Episode 3: Negotiation Contexts: How and Why They Shape Women’s and Men’s Decision to Negotiate
Article to Audio
23 minutes
3 years ago
Episode 3: Negotiation Contexts: How and Why They Shape Women’s and Men’s Decision to Negotiate
In the substantial body of research on gender differences in the initiation of negotiation, the findings consistently favor men. In this episode we propose that this research itself is gendered because negotiation research has traditionally focused on masculine negotiation contexts. In this Article to Audio, we discuss the gender effect in initiating negotiations (favoring men) and the selection of “masculine,” “feminine,” and “neutral” negotiation contexts, which can be used for future negotiation research. We talk about how negotiation context shapes gender differences such that in specific social contexts, women tend to have even higher initiation intentions compared to men. Negotiation contexts generally seem to differ regarding their affordance to negotiate. The authors offer a possible explanation for gender effects on initiation intentions by uncovering the mediating role of expectancy considerations across all negotiation contexts, especially in masculine contexts, and instrumentality considerations in specific masculine and feminine contexts.
Article to Audio
“Article to Audio” features interviews with scholars about their research on negotiation and conflict management from our field's top academic journals. We have specifically designed the format and content of the episodes to be rooted in research findings but avoiding complicated jargon so that the series can be useful for a variety of audiences, including upper-year undergraduates, graduate students, and the general public.
