Constraints and triggers

Description

Authors propose two 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) demonstrate that decreased ambiguity in the economic structure of a negotiation (structural ambiguity) reduces gender effects on negotiation performance. Study 3 shows 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 shows decreased structural ambiguity constrains gender effects of representation role, suggesting situational ambiguity and gender triggers work in interaction to moderate gender effects on negotiation performance.

Subjects

Series Statement

• Working paper / Division of Research, Harvard Business School -- 05-075

Other Editions

• Constraints and triggers: situational mechanics of gender in negotiationDivision of Research, Harvard Business School2005-01-01
• Constraints and triggersResearch Programs, John F. Kennedy School of Government, Harvard University2005-01-01