Walters AE, Stuhlmacher AF, Meyer LL
DePaul University
Organ Behav Hum Decis Process. 1998 Oct;76(1):1-29. doi: 10.1006/obhd.1998.2797.
Although there have been numerous investigations into the relationship between gender and bargaining competitiveness over the past several decades, few conclusions have been reached. The results of 62 research reports on the relationship between gender and competitive behavior in dyadic bargaining interactions were examined by meta-analytic review. The average weighted effect size indicated that women appear to behave more cooperatively in negotiations than men, but this difference is slight. Results suggest that constraints on negotiators (imposed by abstract bargaining paradigms and restrictions on communication) lessen gender differences in negotiation behavior. Women were significantly more competitive than men when competing against an opponent who pursued a "tit-for-tat" bargaining strategy. Copyright 1998 Academic Press.
尽管在过去几十年里，人们对性别与讨价还价竞争力之间的关系进行了大量研究，但得出的结论却寥寥无几。通过元分析综述，对62篇关于二元讨价还价互动中性别与竞争行为关系的研究报告结果进行了考察。平均加权效应大小表明，女性在谈判中似乎比男性表现得更具合作性，但这种差异很细微。结果表明，谈判者所受的限制（由抽象的讨价还价范式和沟通限制所施加）会减少谈判行为中的性别差异。当与采用“以牙还牙”讨价还价策略的对手竞争时，女性比男性更具竞争力。版权所有1998年学术出版社。
