Demoulin, Stéphanie
[UCL]
Pinto Teixeira, Càtia Noémia
[UCL]
Research on gender effects in negotiation has largely relied on stereotypically masculine negotiation paradigms (e.g., selling a car). Globally, though with relatively weak effects sizes, this research shows that women tend to underperform men in negotiations. The present research examines gender effects in negotiations involving typically female-related topics. Specifically, we examine perceptions and performance of mixed negotiating dyads. We manipulate the topic of the negotiation between dyads: typically feminine (i.e., household duties) vs. neutral (i.e., organization of a debate). Results show an interaction between the gender of the negotiator and the negotiation topic. Among men, the topic of negotiation impacts neither perceptions nor negotiation performance. Among women, in contrast, aspirations and performance decrease in the stereotypically feminine negotiation condition compared to the neutral one. Furthermore, this effect of topic of negotiation on performance among women is mediated by (lower) aspirations of women in the feminine topic condition. We discuss results in light of recent research on gender and negotiation, as well as of broader theories such as role congruity and stereotype threat.
(fre)
La majorité des études sur les effets de genre en négociation a utilisé des paradigmes de négociation stéréotypiquement masculins (e.x., la vente d’une voiture). De manière consistante les femmes ont des performances moindres de celles des hommes, malgré que la taille de ces effets soit relativement faible. Dans la présente recherche, nous examinons les effets de genre dans une négociation où les thématiques à négocier sont typiquement associées à des stéréotypes féminins. Plus spécifiquement, nous examinons les perceptions et la performance de dyades mixtes en faisant varier la thématique de négociation : féminine (i.e., tâches ménagères) versus neutre (organisation d’un débat). Les résultats mettent en évidence une interaction entre le genre du négociateur et la thématique de négociation. Chez les hommes, la thématique de négociation n’affecte ni leurs perceptions de la situation (i.e., intentions de première offre et aspirations) ni leur performance. Chez les femmes, par contre, il y a une diminution des aspirations ainsi que de la performance quand la thématique de négociation est typiquement féminine par rapport à la condition neutre. De plus, cet effet sur la performance est expliqué par des aspirations plus basses de la part des femmes dans la condition de négociation féminine. Nous discutons ces résultats à la lumière de recherches récentes sur le sujet, ainsi que sous l’angle de théories plus générales telles que la congruence de rôle et la menace du stéréotype.
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Bibliographic reference |
Demoulin, Stéphanie ; Pinto Teixeira, Càtia Noémia. “I do the dishes; you mow the lawn”: gender effects in stereotypically feminine negotiation tasks. In: Revue Internationale de Psychologie Sociale, Vol. 29, no.1, p. 105-112 (2016) |
Permanent URL |
http://hdl.handle.net/2078.1/185134 |