The influence of sex and equity sensitivity on relationship preferences, assessment of opponent, and outcomes in a negotiation experiment
通过248人的谈判实验，发现性别和公平敏感性影响关系偏好，性别影响对手评估和成交金额，男性在混合性别配对中表现优于女性。
In a negotiation experiment (N = 248) sex, equity sensitivity, and gender pairings were used to test six hypotheses. Results indicate that sex and equity sensitivity were predictive of subjects’ relationship preferences and sex, but not equity sensitivity, was predictive of subjects ’ measured assessment of the relationship preferences of the opponent. Equity sensitivity was also not significantly correlated with subjects’ satisfaction. Sex and sex within a role (seller versus buyer) was also found to influence settlement amount with males besting their female opponents when in mixed-sex pairs and with male sellers outperforming female sellers. The differences between males and females in settlement offers made appears to be one explanation for males’ success relative to females: Suggestions for expanding the range of measured outcomes in negotiation and implications for incorporating individual differences into negotiation research are discussed.