A substantial body of prior research documents a gender gap in negotiation performance. Competing accounts suggest that the gap is due either to women's stereotype-congruent behavior in negotiations or to backlash enacted toward women for stereotype-incongruent behavior. In this article, we use a novel data set of over 2,500 individual negotiators to examine how negotiation performance varies as a function of gender and the strength of one's alternative to a negotiated agreement. We find that the gender gap in negotiation outcomes exists only when female negotiators have a strong outside option. Furthermore, our large data set allows us to examine an understudied performance outcome, rate of impasse. We find that negotiations in which at least one negotiator is a woman with a strong alternative disproportionately end in impasse, a performance outcome that leaves considerable potential value unallocated. In addition, we find that these gender differences in negotiation performance are not due to gender differences in aspirations, reservation values, or first offers. Overall, these findings are consistent with a backlash account, whereby counterparts are less likely to come to an agreement and therefore reach a potentially worse outcome when one party is a female negotiator empowered by a strong alternative. (PsycInfo Database Record (c) 2021 APA, all rights reserved).

中文翻译：

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谈判中的性别动态和替代方案。

大量先前的研究记录了谈判表现中的性别差距。相互竞争的说法表明，这种差距要么是由于女性在谈判中的刻板印象行为，要么是由于女性的刻板印象不一致行为而受到强烈反对。在本文中，我们使用包含 2,500 多名谈判代表的新数据集来研究谈判表现如何随性别和谈判协议替代方案的强度而变化。我们发现，只有当女性谈判者有很强的外部选择权时，谈判结果中的性别差距才会存在。此外，我们的大型数据集使我们能够检查未充分研究的绩效结果，即僵局率。我们发现，至少一名谈判者是一名女性并拥有强大的选择权的谈判不成比例地以僵局告终，留下相当大的潜在价值未分配的绩效结果。此外，我们发现谈判表现中的这些性别差异并不是由于愿望、保留价值或首次报价方面的性别差异造成的。总体而言，这些发现与强烈反对的说法一致，即当一方是女性谈判代表时，对方不太可能达成协议，因此可能会达成更糟糕的结果。（PsycInfo 数据库记录 (c) 2021 APA，保留所有权利）。当一方是女性谈判代表时，对方不太可能达成协议，因此可能会达成更糟糕的结果。（PsycInfo 数据库记录 (c) 2021 APA，保留所有权利）。当一方是女性谈判代表时，对方不太可能达成协议，因此可能会达成更糟糕的结果。（PsycInfo 数据库记录 (c) 2021 APA，保留所有权利）。