According to social role theory, women are less likely to initiate negotiations and have lower expectancies about negotiation success because the feminine gender role is inconsistent with the negotiator role. However, gender differences should be amplified in masculine contexts (with even more inconsistency between the negotiator role and the feminine gender role) and reduced in feminine contexts (with more consistency between the negotiator role and the feminine gender role). We showed in Study 1 (N = 1,306 students) that negotiators’ expectancies about being successful in negotiations mediated the effect of gender on real retrospective negotiation behavior. In Study 2, an online scenario experiment (N = 167 students and employees), we found that the framing of the negotiation context (feminine vs. masculine) moderated the mediation effect. We provide implications for theory, practice, and research methods by unearthing mechanisms and moderators of gender differences in the area of negotiations.

中文翻译：

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为什么女性不太可能谈判？期望考虑和语境框架对谈判发起中性别差异的影响

根据社会角色理论，女性不太可能发起谈判，对谈判成功的期望也较低，因为女性的性别角色与谈判者角色不一致。然而，性别差异应该在男性环境中被放大（谈判者角色和女性性别角色之间的不一致更多）并在女性环境中减少（谈判者角色和女性性别角色之间更加一致）。我们在研究 1（N  = 1,306 名学生）中表明，谈判者对谈判成功的期望在性别对真实回顾性谈判行为的影响中起到了中介作用。在研究 2 中，一个在线情景实验（N = 167 名学生和员工），我们发现谈判背景的框架（女性与男性）调节了中介效应。我们通过挖掘谈判领域性别差异的机制和调节因素，为理论、实践和研究方法提供启示。