The gender difference in the propensity to initiate negotiation has been theorized to be mediated by three constructs: recognition of opportunities, entitlement, and apprehension. This study seeks to investigate whether differences in feminine and masculine traits can be used to explain gender differences in the three predictors of the propensity to initiate negotiations. Data was collected from 350 surveys distributed in Lebanon. Items were used to measure the constructs masculinity and femininity, as well as the three predictors of the propensity to initiate negotiation, namely Recognition of opportunities, Entitlement, and Apprehension. Confirmatory Factor Analysis was used to assess the validity of the measures, while structural equation modeling was used to investigate the relationship between the personality traits and the three constructs. Results indicate that masculinity enhances entitlement, which in turn leads to higher levels of negotiation while femininity enhances apprehension, which in turn leads to lower levels of negotiation. Both masculine and feminine traits were found to be positively related to the recognition of opportunities.

从理论上讲，发起谈判的倾向中的性别差异可以通过三种建构来调节：机会的识别，权利和忧虑。这项研究旨在调查女性和男性特征的差异是否可以用来解释发起谈判倾向的三个预测因素中的性别差异。数据来自在黎巴嫩进行的350项调查。项目用于衡量构造的男性气质和女性气质，以及开始谈判的倾向的三个预测因素，即机会识别，权利和忧虑。验证性因子分析用于评估这些措施的有效性，而结构方程模型用于研究人格特质与这三种结构之间的关系。结果表明，男性气质增强了应享权利，这反过来又导致了较高的协商水平，而女性气质则增强了忧虑，从而又导致了较低的协商水平。发现男性特征和女性特征都与机会识别成正相关。