@article {392016, title = {Constraints and Triggers: Situational Mechanics of Gender in Negotiation}, journal = {Journal of Personality and Social Psychology}, volume = {89}, number = {6}, year = {2005}, pages = {951-965}, abstract = {The authors propose 2 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) demonstrated that decreased ambiguity in the economic structure of a negotiation (structural ambiguity) reduces gender effects on negotiation performance. Study 3 showed that representation role (negotiating for self or other) functions as a gender trigger by producing a greater effect on female than male negotiation performance. Study 4 showed that decreased structural ambiguity constrains gender effects of representation role, suggesting that situational ambiguity and gender triggers work in interaction to moderate gender effects on negotiation performance.}, author = {Bowles, Hannah Riley and Babcock, Linda and Kathleen McGinn} }