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Faculty Research Working Papers Series 学院研究工作论文系列 Constraints and Triggers: Situational Mechanics of Gender in Negotiation约束和触发器：谈判中的性别情景力学 Hannah Riley Bowles, Linda Babcock, Kathleen L. McGinn September 2005 2005年9月 RWP05-051 RWP05-051 (Revision of RWP02-037) RWP02-037修订版 (Working paper forthcoming in the Journal of Personality and Social Psychology.) （文稿即将在《?个性与社会心理学杂志This paper can be downloaded without charge from:本论文可于以下网站免费下载 /Research/wpaper.nsf/rwp/RWP05-051 or或者浏览社会科学研究网 The Social Science Research Network: /abstract=832626 The views expressed in the KSG Faculty Research Working Paper Series are those of the author(s) and do not necessarily reflect those of the John F. Kennedy School of Government or Harvard University. Copyright belongs to the author(s). Papers may be downloaded for personal use only.《肯尼迪学院教授研究工作论文系列》中的观点并不代表哈佛大学肯尼迪政府学院。著作权属于本书作者。论文仅供个人下载使用。 Running head: GENDER IN NEGOTIATION 书眉：性别在谈判中的作用 Constraints and Triggers: Situational Mechanics of Gender in Negotiation约束和触发器：谈判中的性别情境力学 Hannah Riley Bowles汉娜·莱利·鲍尔斯 Harvard University哈佛大学 Linda Babcock琳达·巴布科克 Carnegie Mellon University卡耐基梅隆大学 Kathleen L. McGinn凯思林·L·麦克基恩 Harvard University哈佛大学 (Working paper forthcoming in the Journal of Personality and Social Psychology.)（研究论文即将刊登在《人格与社会心理学杂志》上。） Keywords: gender, negotiation, situation, ambiguity, representation 关键词：性别，谈判，情境，模糊，代表性 Abstract内容提要 Authors propose two categories of situational moderators of gender in negotiation: situational ambiguity and gender triggers. Reducing the degree of situational ambiguity constrains the influence of gender on negotiation. Gender triggers prompt divergent behavioral responses as a function of gender. Field and lab studies (1 and 2) demonstrate that decreased ambiguity in the economic structure of a negotiation (structural ambiguity) reduces gender effects on negotiation performance. Study 3 shows representation role (negotiating for self or other) functions as a gender trigger by producing a greater eff