Arnold Sophie H, McAuliffe Katherine, Cimpian Andrei
Department of Psychology, New York University.
Department of Psychology and Neuroscience, Boston College.
Dev Psychol. 2025 Mar;61(3):604-622. doi: 10.1037/dev0001898. Epub 2025 Jan 16.
Women tend to negotiate less than men, which-along with other well-documented interpersonal and structural factors-contributes to persistent gender gaps in pay for equal work. Here, we explore the developmental origins of these gender differences in negotiation. Across three studies ( = 462), we investigated 6- to 12-year-old girls' and boys' perceptions of negotiation (e.g., how common and permissible it is to negotiate) and gave children opportunities to negotiate for resources themselves. These opportunities were hypothetical in Studies 1 and 2 and actual in Study 3. Overall, girls and boys had similar perceptions of negotiation. However, the links between perceptions and negotiation behavior often differed by gender, especially in the context of an actual negotiation (Study 3). Boys'-but not girls'-negotiation requests were higher when they thought that (a) other children asked for more, (b) it was permissible to ask for more, (c) they would not receive backlash for asking for more, and (d) asking for more would actually get them more. In contrast, girls' negotiation requests were uniquely predicted by how competent they thought they were at the task for which they negotiated a reward-that is, how they thought they were. Notably, boys overestimated their competence (both relative to girls and relative to reality) and negotiated for more resources as a result. Understanding the early origins of gender differences in negotiation provides insight into how to prevent the emergence of such differences and dismantle persistent gender inequities in society. (PsycInfo Database Record (c) 2025 APA, all rights reserved).
女性往往比男性更少进行谈判，这与其他有充分记录的人际和结构因素一起，导致了同工同酬方面持续存在的性别差距。在此，我们探讨这些谈判中性别差异的发展根源。在三项研究（N = 462）中，我们调查了6至12岁女孩和男孩对谈判的看法（例如，谈判有多常见以及是否被允许），并给孩子们自己争取资源的机会。在研究1和2中，这些机会是假设性的，在研究3中是实际的。总体而言，女孩和男孩对谈判的看法相似。然而，看法与谈判行为之间的联系往往因性别而异，尤其是在实际谈判的背景下（研究3）。当男孩认为（a）其他孩子要求更多，（b）要求更多是被允许的，（c）他们要求更多不会受到 backlash，以及（d）要求更多实际上会让他们得到更多时，他们的谈判请求会更高。相比之下，女孩的谈判请求唯一地由她们认为自己在为获得奖励而谈判的任务上有多胜任来预测——也就是说，她们认为自己有多 。值得注意的是，男孩高估了自己的能力（相对于女孩以及相对于实际情况），结果争取到了更多资源。了解谈判中性别差异的早期根源有助于深入了解如何防止此类差异的出现，并消除社会中持续存在的性别不平等。（PsycInfo数据库记录（c）2025美国心理学会，保留所有权利） 。
（注：原文中“how they thought they were”这里表述似乎不完整，翻译时保留了原文的样子。）
