Gender disparities in negotiation outcomes contribute to inequality in the workplace and beyond. Explanations of gender gaps in negotiation often focus on internal barriers women face as a consequence of contending with stigma in the workplace and other historically male-dominated environments, such as stereotype threat and apprehension about negotiating. However, stigma is also associated with relational consequences that may influence success in negotiations. This research compared internal and relational mechanisms for gender disparities in negotiation performance. Seventy-seven MBA executives reported their apprehension about negotiating, stereotype threat in negotiations, mindset about negotiation-related stress, and class social networks. Participants were then randomly paired to complete a series of one-on-one negotiations based on real-world scenarios. Overall, men outperformed women in negotiations. Significant gender differences emerged in stereotype threat, stress mindset, and social network centrality. However, only network centrality—specifically number and strength of ties—significantly mediated the relationship between gender and negotiation performance. Position in informal social networks may play an important role in negotiation outcomes, particularly in a shared social environment like the workplace. Although efforts to explain the gender gap in negotiation performance often center internal psychological mechanisms, this research suggests that relational explanations, such as disparities in social networks, merit further attention. Limitations and recommendations for future research and policy are discussed.

中文翻译：

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解释谈判绩效中的性别差距：社交网络联系超过内部障碍

谈判结果中的性别差异导致工作场所内外的不平等。对谈判中性别差距的解释通常集中在女性因在工作场所和其他历史上由男性主导的环境中与耻辱作斗争而面临的内部障碍，例如刻板印象威胁和对谈判的担忧。然而，耻辱也与可能影响谈判成功的关系后果有关。本研究比较了谈判绩效中性别差异的内部机制和相关机制。77 名 MBA 高管报告了他们对谈判的担忧、谈判中的刻板印象威胁、谈判相关压力的心态以及阶级社交网络。然后参与者被随机配对以完成一系列基于真实场景的一对一谈判。总体而言，男性在谈判中的表现优于女性。在刻板印象威胁、压力心态和社交网络中心性方面出现了显着的性别差异。然而，只有网络中心性——特别是联系的数量和强度——显着调节了性别与谈判绩效之间的关系。在非正式社交网络中的位置可能对谈判结果发挥重要作用，尤其是在工作场所等共享社交环境中。尽管解释谈判表现中性别差距的努力通常集中于内部心理机制，但这项研究表明，关系解释，例如社交网络中的差异，值得进一步关注。