性别刻板印象和谈判绩效的理论研究

Gender Stereotypes and Negotiation Performance:An Examination of Theory and Research

谈判领域第一本教材《议价和谈判的社会心理学》作者提出了男性和女性的谈判策略具有差异。最近,许多研究者对这一问题进行了研究,其理论方法共有基于中心谈判者、谈判对手、谈判配对组互动、情景、中心谈判者—情景等五种。未来的研究,在关键理论、方法论和应用问题方面,均需在深度和广度上继续扩展。

In the first textbook in the field of negotiation, The Social Psychology of Bargaining and Negotiation, the author tackles the different negotiation strategy of males and females. Recently, many researchers have studied on this issue. They identified five major theoretical perspectives, namely, focal negotiator, negotiation partner, negotiating dyad interaction, situation, focal negotiator-situation. Future studies need to stretch further in the depth and breadth in the key theories, methodologies and applications.