The DOI matches its Crossref record; 4 of the 4 references it cites were found in a registry or an index.
Constraints and triggers: Situational mechanics of gender in negotiation.
Open accessAbstract
The authors propose 2 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) demonstrated that decreased ambiguity in the economic structure of a negotiation (structural ambiguity) reduces gender effects on negotiation performance. Study 3 showed that 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 showed that decreased structural ambiguity constrains gender effects of representation role, suggesting that situational ambiguity and gender triggers work in interaction to moderate gender effects on negotiation performance.
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Cites
Sample Selection Bias as a Specification Error
Heckman, J. J. (1979) · Econometrica · doi:10.2307/1912352 · Cited by 28,779
The measurement of psychological androgyny
Bem, S. L. (1974) · Journal of Consulting and Clinical Psychology · doi:10.1037/h0036215 · Cited by 8,522
A threat in the air: How stereotypes shape intellectual identity and performance
Steele, C. M. (1997) · American Psychologist · doi:10.1037/0003-066x.52.6.613 · Cited by 6,770
Rudman, L. A. (1998) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.74.3.629 · Cited by 1,511
Cited by
Gender Differences in Preferences
Croson, R., & Gneezy, U. (2009) · Journal of Economic Literature · doi:10.1257/jel.47.2.448 · Cited by 5,694
Baumeister, R. F., Vohs, K. D., & Funder, D. C. (2007) · Perspectives on Psychological Science · doi:10.1111/j.1745-6916.2007.00051.x · Cited by 1,629
Bowles, H. R., Babcock, L., & Lai, L. (2007) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2006.09.001 · Cited by 857
Self-citationBacklash effects for disconfirming gender stereotypes in organizations
Rudman, L. A., & Phelan, J. E. (2008) · Research in Organizational Behavior · doi:10.1016/j.riob.2008.04.003 · Cited by 776
A review and synthesis of situational strength in the organizational sciences
Meyer, R. D., Dalal, R. S., & Hermida, R. (2010) · Journal of Management · doi:10.1177/0149206309349309 · Cited by 692
Metadata
- Authors
- Bowles, H. R., Babcock, L., & McGinn, K. L.
- Venue
- Journal of Personality and Social Psychology
- Published
- 2005
- Volume
- 89
- Issue
- 6
- Pages
- 951-965
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W3121361768
- Cited by
- 457
- References
- 4
- FWCI
- 41.16
- Type
- journal article
- Language
- en
- Open access
- green
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