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Gender Role Congruity In Negotiation: The Impact Of Task Framing And Communication Mode, Kaitlyn R. Gallagher
Gender Role Congruity In Negotiation: The Impact Of Task Framing And Communication Mode, Kaitlyn R. Gallagher
College of Science and Health Theses and Dissertations
Previous research has demonstrated that gender influences negotiation behavior and outcomes. Using role congruity theory, this study examined if the context of the negotiation, specifically the type of negotiation (integrative vs. distributive), minimized gender effects in choice of negotiation medium. The relationship between fear of backlash, anxiety, and self-efficacy on preference for negotiation medium (virtual vs. face-to-face) was also examined. This study used a 2 Gender: (Male, Female) x 2 Negotiation Type: (Distributive, Integrative) between-participants design with 206 undergraduate students from a voluntary research pool. Multiple logistic regression revealed a main effect of gender on negotiation medium, but no significant …