GENDER DIFFERENCES IN NEGOTIATION OUTCOME: A META‐ANALYSIS
元分析发现男性在谈判中获得的客观结果显著优于女性，但差异较小；对手性别、权力、任务整合潜力等调节变量均未逆转该效应，研究讨论了其对玻璃天花板和性别收入差距的启示。
Studies reporting the objective settlements obtained by men and women in negotiations were reviewed. Differences in outcomes were expected due to differences in perceptions, behaviors, and contextual factors between men and women. In the sample of studies, men negotiated significantly better outcomes than women. Opponent sex, relative power of the negotiator, integrative potential of the task, mode of communication and year of the study were tested as moderators of the effect. Although the overall difference in outcomes between men and women was small, none of these hypothesized moderators or several exploratory moderators reversed or eliminated this effect. The organizational significance of the findings is discussed in terms of the glass ceiling, a gender‐based earnings differential and women in negotiation positions. Directions for future research in the laboratory and the field are suggested.