Négociation et genre : l’approche « contextuelle » en psychologie sociale

Abstract : A host of studies, particularly those conducted in economics, (Ayres and Sigelman 1995; Badcock and Laschever 2003) have reported that women are less likely to initiate negotiations over their wages or the value of their work than men are. Social psychology, which first examined the gender issue in negotiation in terms of men’s and women’s personality traits, is now attempting to study the influence of contextual factors related to the negotiation situation. The studies report that if women appear reluctant to initiate negotiation (obtaining a better price in a commercial bargaining situation, or obtaining wage increases, a promotion, and so forth), this state of affairs often results from situational factors (whether the negotiating partner is a man or a woman, the balance of men and women in the organization, and so forth) and not from women having a “natural” aversion to initiating negotiation. Becoming far-sighted about the influence of situational factors could help to obtain more gender equality in organizations in which negotiation is common.
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https://hal.univ-rennes2.fr/hal-02069168
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Submitted on : Friday, March 15, 2019 - 3:19:59 PM
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  • HAL Id : hal-02069168, version 1

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Jacques Fischer-Lokou, Nicolas Guéguen. Négociation et genre : l’approche « contextuelle » en psychologie sociale. Négociations, De Boeck Supérieur, 2015, pp.93-104. ⟨hal-02069168⟩

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