![]() Altogether, negotiation trainers and educators should consider that explaining how specific strategies are meant to work is not enough to close the implementation gap and to reduce gender inequality in negotiations. ![]() Women also expected most specific strategies to lead to less favorable social evaluations than yielding, which again led to their lower intentions to use them. ![]() ![]() Moreover, especially women's expectations regarding economic outcomes decreased their intentions to use most specific strategies. In two studies (N = 1,254), we observed that regardless of the provision of the rationales, women expected all examined specific strategies to be less economically effective and most of them to perpetuate gender roles more than regular assertive-ness. Furthermore, we explored a novel cause of it: women's expectations regarding the perpetuation of gender roles upon using a strategy. We examined whether providing theoretical rationales-explaining how specific strategies are meant to work-attenuates this gap. Women perceive specific strategies developed to support their performance in compensation negotiations as ineffective and are unlikely to use them-suggesting an implementation gap.
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