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首页> 外文期刊>Journal of personality and social psychology >Negotiating Gender Roles: Gender Differences in Assertive Negotiating Are Mediated by Women's Fear of Backlash and Attenuated When Negotiating on Behalf of Others
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Negotiating Gender Roles: Gender Differences in Assertive Negotiating Are Mediated by Women's Fear of Backlash and Attenuated When Negotiating on Behalf of Others

机译：谈判性别角色：在自信谈判中的性别差异是由妇女对反冲的恐惧所介导的，而在代表他人进行谈判时则有所减弱

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The authors propose that gender differences in negotiations reflect women's contextually contingent impression management strategies. They argue that the same behavior, bargaining assertively, isconstrued as congruent with female gender roles in some contexts yet incongruent in other contexts.Further, women take this contextual variation into account, adjusting their bargaining behavior to managesocial impressions. A particularly important contextual variable is advocacy—whether bargaining onone's own behalf versus on another's behalf. In self-advocacy contexts, women anticipate that asser-tiveness will evoke incongruity evaluations, negative attributions, and subsequent "backlash"; hence,women hedge their assertiveness, using fewer competing tactics and obtaining lower outcomes. However,in other-advocacy contexts, women achieve better outcomes as they do not expect incongruity evalua-tions or engage in hedging. In a controlled laboratory experiment, the authors found that gender interactswith advocacy context in this way to determine negotiation style and outcomes. Additionally, processmeasures of anticipated attributions and backlash statistically mediated this interaction effect.
机译：作者提出，谈判中的性别差异反映了女性根据情况而定的印象管理策略。他们辩称，在某些情况下，相同的行为是断言讨价还价，与女性的性别角色是一致的，而在其他情况下则是不一致的。一个特别重要的情境变量是倡导-是否以自己的名义进行讨价还价。在自我倡导的背景下，妇女预计，断断续续的态度会引起不协调的评估，负面的归因和随后的“反弹”。因此，妇女使用较少的竞争策略并获得较低的结果来对冲自己的自信。但是，在其他倡导背景下，妇女获得了更好的结果，因为他们不期望评估前后不一或参与对冲。在一项受控实验室实验中，作者发现性别通过这种方式与倡导环境互动，从而确定了谈判方式和结果。此外，预期归因和反冲的过程度量在统计学上介导了这种相互作用的影响。

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