在商业女性的谈判中性别和职业身份
Chi-Ying Cheng1, Amy J Lim2, Yi Wen Tan3
1Singapore Management University, Singapore.
Psychological reports
|September 29, 2024
概括
商务女性的谈判效率取决于她们如何整合自己的性别和职业身份. 感知到的兼容性会影响身份线索是否有助于或阻碍他们的谈判结果.
科学领域:
- 社会心理学 社会心理学
- 组织行为 组织行为
- 性别研究是性别研究.
背景情况:
- 传统的性别角色和期望往往导致女性在职业环境中的谈判无效.
- 关于多重身份的心理学文献表明,不同角色之间的相互作用可以影响行为.
研究的目的:
- 检查性别和专业身份 (性别-专业身份一体化或G-PII) 之间的个人差异如何影响商务女性的谈判行为.
- 研究G-PII,身份线索和线索价值之间的相互作用,以塑造谈判结果.
主要方法:
- 为了探索G-PII与谈判结果之间的关系,进行了两项研究.
- 评估了参与者对性别和职业身份之间的兼容性的看法.
- 研究了原始身份线索 (专业与性别) 以及它们的价值 (与谈判成功的积极与负面关联) 对谈判行为的影响.
主要成果:
- 高G-PII个体表现出"同化"效应:当专业身份线索被启动,女性特征与成功有积极联系时,他们会更有效地谈判.
- 相反,高G-PII个体在性别认同线索被启动和女性特征与成功负面相关时,谈判效率较低.
- 低G-PII个体表现出"对比"效应,与高G-PII个体相比,结果呈现相反的模式.
结论:
- 在性别和职业身份之间所感知的兼容性方面的个人差异显著影响着商务女性的谈判方式.
- 多重身份的整合在塑造商业女性的谈判策略和结果方面发挥着至关重要的作用.
- 了解G-PII可以为改善不同类型的职业女性谈判有效性提供见解.
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