别人游戏中的棋子?女性在谈判中的认知、动机和范式障碍

IF 3.1 Q2 MANAGEMENT Research in Organizational Behavior Pub Date : 2015-01-01 DOI:10.1016/j.riob.2015.09.002
Jessica A. Kennedy , Laura J. Kray
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引用次数: 35

摘要

女性在谈判中的表现相对较差,经常被用来解释组织内晋升和薪酬方面的性别差异。我们回顾了过去二十年来关于谈判中的性别差异研究的主要发现。女性在谈判中的表现确实不如男性,但只是在有限的情况下,这意味着表现差距不太可能是由于她们的技能较差。女性与优秀谈判之间的障碍有三种类型:认知障碍、动机障碍和范例障碍。认知障碍源于对女性谈判能力的负面刻板印象。动机障碍源于阻止女性谈判者在男性领域表现出色的愿望。范式障碍源于目前对谈判的研究。我们呼吁更多地注意动机障碍和改变谈判模式。女性谈判者并非无能,训练她们像男性一样谈判显然不是解决办法。事实上,女性比男性更关心他人,她们的合作提升了集体智慧,并促成了道德行为。在一种新的谈判模式下,这些优势的价值可能变得更加明显。特别是,我们提倡更多地关注长期关系、主观价值和关系资本,所有这些都可能在现实世界的谈判中具有重要的经济含义。
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A pawn in someone else's game?: The cognitive, motivational, and paradigmatic barriers to women's excelling in negotiation

Women's relatively worse performance in negotiation is often cited as an explanation for gender differences in advancement and pay within organizations. We review key findings from the past twenty years of research on gender differences in negotiation. Women do underperform relative to men in negotiation, but only under limited circumstances, which means the performance gap is unlikely due to lesser skills on their part. The barriers between women and negotiation excellence are of three types: cognitive, motivational, and paradigmatic. Cognitive barriers stem from negative stereotypes about women's negotiating abilities. Motivational barriers stem from desire to prevent women negotiators from excelling in a masculine domain. Paradigmatic barriers stem from how negotiation is currently studied. We call for greater attention to motivational barriers and for changes to the negotiation paradigm. Women negotiators are not incompetent, and training them to negotiate more like men is not obviously the solution. In fact, women have greater concern for others than men do, and their cooperativeness elevates collective intelligence and enables ethical behavior. Under a new paradigm of negotiation, the value of these strengths could become more readily apparent. In particular, we advocate for greater attention to long-term relationships, subjective value, and relational capital, all of which may have important economic implications in real world negotiations.

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来源期刊
Research in Organizational Behavior
Research in Organizational Behavior Psychology-Social Psychology
CiteScore
1.60
自引率
0.00%
发文量
4
期刊介绍: Research in Organizational Behavior publishes commissioned papers only, spanning several levels of analysis, and ranging from studies of individuals to groups to organizations and their environments. The topics encompassed are likewise diverse, covering issues from individual emotion and cognition to social movements and networks. Cutting across this diversity, however, is a rather consistent quality of presentation. Being both thorough and thoughtful, Research in Organizational Behavior is commissioned pieces provide substantial contributions to research on organizations. Many have received rewards for their level of scholarship and many have become classics in the field of organizational research.
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