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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 …
Toward Pay Equity: A Motivational Intervention To Reduce Gender Differences In Salary Negotiations, Mary Margaret Keegin
Toward Pay Equity: A Motivational Intervention To Reduce Gender Differences In Salary Negotiations, Mary Margaret Keegin
College of Science and Health Theses and Dissertations
A persistent wage gap exists between women and men in the United States (Catalyst, 2015; Hegewisch, Ellis, & Hartmann, 2015). Although the reasons behind the wage gap are extremely complex, one of the methods through which pay equity may be reached could involve altering the way people approach their goals at the bargaining table, especially since women tend to underperform relative to men in salary negotiations (Mazei, Hüffmeier, Freund, Stuhlmacher, Bilke, & Hertel, 2015). Salary negotiations represent a critical piece of the pay equity puzzle, particularly when individuals are starting their careers. If equally qualified men and women begin their …