Date of Award
Master of Arts (MA)
Alice F. Stuhlmacher, PhD
Goran Kuljanin, PhD
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 interaction of the negotiation approach on the choice of interaction mode and gender. Moderated regression revealed no significant main effects for fear of backlash or self-efficacy on the preference for virtual negotiations, but there was a significant main effect of anxiety on the preference for virtual negotiations. There was also a significant interaction with gender moderating the relationship between fear of backlash and preference for virtual negotiation, but not for the other variables of anxiety or self-efficacy. The implications of these findings are discussed.
Gallagher, Kaitlyn R., "Gender Role Congruity in Negotiation: The Impact of Task Framing and Communication Mode" (2018). College of Science and Health Theses and Dissertations. 264.