Manea Claudia-Neptina, Yzerbyt Vincent, Demoulin Stéphanie
Faculty of Psychology and Educational Sciences, Université catholique de Louvain, BE.
Psychol Belg. 2020 Jul 28;60(1):236-254. doi: 10.5334/pb.523.
In recent years, an important number of studies aimed at levelling the playing field for women and men at the bargaining table. In spite of this, women continue to find themselves largely at a disadvantage when negotiating with a male counterpart. In this review, we focus on a neglected yet potentially important factor contributing to the gender gap in negotiations, namely people's gender ideology. We argue that gender ideology shapes day-to-day negotiations and we offer insights regarding its consequences on the bargaining process. We first present the available contributions regarding gender in negotiations and underline the most significant variables that lead to gender effects in negotiations. We then introduce gender ideology as a potentially important variable in the process and lean upon previous studies to support our claim.
近年来，大量研究旨在在谈判桌上为男性和女性创造公平的竞争环境。尽管如此，女性在与男性对手谈判时仍普遍处于劣势。在本综述中，我们关注一个被忽视但可能对谈判中的性别差距有重要影响的因素，即人们的性别意识形态。我们认为性别意识形态塑造日常谈判，并就其对谈判过程的影响提供见解。我们首先介绍关于谈判中性别问题的现有研究成果，并强调导致谈判中性别差异的最重要变量。然后，我们将性别意识形态作为该过程中一个潜在的重要变量引入，并依据先前的研究来支持我们的观点。
