{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Article to Audio","title":"Episode 3: Negotiation Contexts: How and Why They Shape Women’s and Men’s Decision to Negotiate","html":"","width":"100%","height":180,"duration":1401,"description":"In the substantial body of research on gender differences in the initiation of negotiation, the findings consistently favor men. In this episode we propose that this research itself is gendered because negotiation research has traditionally focused on masculine negotiation contexts. In this Article to Audio, we discuss the gender effect in initiating negotiations (favoring men) and the selection of “masculine,” “feminine,” and “neutral” negotiation contexts, which can be used for future negotiation research. We talk about how negotiation context shapes gender differences such that in specific social contexts, women tend to have even higher initiation intentions compared to men. Negotiation contexts generally seem to differ regarding their affordance to negotiate. The authors offer a possible explanation for gender effects on initiation intentions by uncovering the mediating role of expectancy considerations across all negotiation contexts, especially in masculine contexts, and instrumentality considerations in specific masculine and feminine contexts.","thumbnail_url":"https://img.transistorcdn.com/xpGIY0TwrnoWEJb5qrMVqR_8MqNoIInywtypm-94E3Y/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzIyNTUzLzE2MjU3/MjQ5NDQtYXJ0d29y/ay5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}