College of Science and Health Theses and Dissertations

Date of Award

Spring 6-9-2023

Degree Type

Dissertation

Degree Name

Doctor of Philosophy (PhD)

Department

Psychology

First Advisor

Alice Stuhlmacher, PhD

Second Advisor

Jane Halpert, PhD

Third Advisor

Shelly Rauvola, PhD

Abstract

Research has identified consistent differences in the processes and outcomes of negotiation between women and men (Mazei et al., 2015; Stuhlmacher & Walter, 1999), but there has been little investigation into different types of negotiation trainings specifically for women (Barkacs & Barkacs, 2017; Kulik et al., 2020). This study developed and evaluated an online evidence-based negotiation training for women. Using a pretest-posttest randomly assigned control group design, 95 early career female participants completed three short self-guided online training modules. Analysis of Covariance (ANCOVA), with pretest scores used as a covariate to reduce error variance, found that the intervention had a significant effect on increase perceptions of malleability of negotiation skills, increased feelings of negotiator self-efficacy, increased setting of specific and complex goals, and reduced fear of backlash. The intervention was not found to have a significant effect on negotiator anxiety or the choice to continue past the study to participate in an optional Zoom negotiation. The implication of these findings for practitioners, academics, and future research are discussed.

SLP Collection

no

Download

Included in

Psychology Commons

Share

COinS