Authors
Julia Bear
Publication date
2011/2
Journal
Negotiation and Conflict Management Research
Volume
4
Issue
1
Pages
47-72
Publisher
Blackwell Publishing Ltd
Description
Avoidance of negotiation is rarely investigated, and the implicit assumption guiding much of the current negotiation research is that engagement is inevitable. In addition, compensation is typically examined, although topics related to both employment and family life are also negotiated in organizations. Two experimental studies tested hypotheses about how incongruence between gender role and negotiation topic influences the likelihood of passing off the negotiation, i.e., “passing the buck.” In study 1, women were significantly more likely to avoid a negotiation about compensation than men, and aversion partially mediated this gender difference. Study 2 revealed a significant two‐way interaction between gender and negotiation topic on avoidance. Women were significantly more likely to avoid negotiation about compensation than men; conversely, there was a trend for men to avoid negotiation about access to a …
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