Managers as Negotiators : A Test of Power Versus Gender as Predictors of Feelings, Behavior, and Outcomes  

Oleh:

Watson, Carol ; Hoffman, L. Richard

Jenis: Article from Bulletin/Magazine
Dalam koleksi: Leadership Quarterly, The vol. 7 no. 1 (1996), page 63-86.
Topik: BEHAVIOUR; managers; negotiators; power; gender; predictors of feelings; behaviour; outcomes

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: LL7.2 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

This study explores the impact of gender and power on the feelings, behaviour, and outcomes achieved by managerial men and women engaged in an intra - organizational conflict. Forty pairs of practicing managers (40 men and 40 women in same - and mixed - gender pairs) took part in a simulated negotiation in which the parties differed in organizational power. This design permitted the testing of several hypotheses about the direct effects of gender and power, as well as the question of whether gender and power would accumulate to men's advantage and women's disadvantage. Results show that managerial women expressed less confidence and less satisfaction with their own performance than managerial men but did not differ in their behaviour or in the outcomes they achieved. High - power managers, of both genders, attempted to engage in cooperative behavior with their partners, and believed they achieved cooperative outcomes. But low - power managers were more competitive and felt they gained their own ends at the expense of the other party. Some interactions between gender and power are suggested by the results, but none of them match predictions from existing theory. Implications and limitations of the study are discussed.

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