GENDER AND PERSISTENCE IN NEGOTIATION: A DYADIC PERSPECTIVE

• 成果类型: Article
• 署名作者: Bowles, Hannah Riley; Flynn, Francis
• 署名单位: Harvard University; Stanford University
• 刊物名称: ACADEMY OF MANAGEMENT JOURNAL
• ISSN/ISSBN: 0001-4273
• DOI: 10.5465/AMJ.2010.52814595
• 发表日期: 2010
• 页码: 769-787
• 关键词: sex-differences; social-interaction; self-esteem; stereotypes; women; POWER; men; BEHAVIOR; style; talk

摘要

We studied interactive effects of gender in negotiation dyads, theorizing that the degree and manner of a negotiator's persistence are functions of the gender composition of the dyad. Our findings challenge sex-stereotypic perspectives, showing that women persist more with male naysayers than with female naysayers but do so in a stereotypically low-status (more indirect than direct) manner. Women's adaptation of their persistence to naysayer gender appeared functional because increased persistence with male naysayers helped close a gender gap in performance, and female negotiators with high performance adjusted their manner of persistence more than those with low performance.