In the substantial body of research on gender differences in the initiation of negotiation, the findings consistently favor men (Kugler et al., 2018). We propose that this research itself is gendered because negotiation research has traditionally focused on masculine negotiation contexts. In the current study, we replicate the gender effect in initiating negotiations (favoring men) and provide an empirically based selection of “masculine,” “feminine,” and “neutral” negotiation contexts, which can be used for future negotiation research. We show that the negotiation context shapes gender differences such that in specific social contexts, women tend to have even higher initiation intentions compared to men. Negotiation contexts generally seem to differ regarding their affordance to negotiate. We offer a possible explanation for gender effects on initiation intentions by uncovering the mediating role of expectancy considerations across all negotiation contexts, especially in masculine contexts, and instrumentality considerations in specific masculine and feminine contexts.

中文翻译：

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谈判环境：它们如何以及为何影响男女谈判的决定

在开始谈判时有关性别差异的大量研究中，研究结果始终有利于男性（Kugler等人，2018）。我们提议，由于协商研究传统上侧重于男性协商环境，因此本研究本身是性别化的。在当前的研究中，我们在发起谈判（青睐男性）中复制了性别效应，并提供了基于经验的“男性”，“女性”和“中性”谈判环境选择，可用于未来的谈判研究。我们表明，谈判背景决定了性别差异，因此在特定的社会背景下，女性往往具有更高的地位。与男性相比，启蒙意图。关于谈判的承受能力，谈判环境通常似乎有所不同。通过揭示在所有谈判环境中，尤其是在男性环境中的期望因素的中介作用，以及在特定男性和女性环境中的工具性因素，我们为性别对启蒙意图的影响提供了可能的解释。