NegotiationData.xlsx

<strong>Purpose:</strong> Negotiation is a consequential activity that can exacerbate power differentials, especially for women. While traditional contexts can prime stereotypical gender roles and promote conditions that lead to performance differences, these can be mitigated by context shifts. This proof-of-concept study explores whether an easy-to-apply context shift, moving from seated indoors to walking outside, can help improve the quality of negotiated interactions. Here we examine walking’s effects on negotiation and relational outcomes as well as experienced emotions, moderated by gender. <strong>Design:</strong> Same-gender pairs were randomly assigned to either sitting or walking as either candidate or recruiter negotiating a job offer. <strong>Participants:</strong> Eighty-one pairs of graduate students or community members participated: sitting pairs: 27 women, 14 men; walking pairs: 23 women, 17 men. <strong>Intervention</strong>: Participants negotiated either while seated (across from each other) or walking (side by side along a path). <strong>Measures:</strong> We measured: negotiation performance (total points) and outcome equity (difference between negotiating party points); subjective outcomes of positive emotions, negative emotions, mutual liking, and mutual trust. With mixed effects models, we tested main effects of condition, gender, and interaction of condition x gender. <strong>Results:</strong> Relative to sitting, walking was associated with: increased outcome equality for women, but decreased for men (B=3799.1, SE=1679.9, p=.027); decreased negative emotions, more for women than men (IRR=.83, 95% CI:[.69,1.00], p=.046); and greater mutual liking for both genders (W=591.5, p-value=0.027). No significant effects were found for negotiation point totals, positive emotions, or mutual trust<strong>研究目的：</strong> 谈判是一项事关重大的活动，其可能加剧权力不平等，对女性群体的影响尤为显著。传统社交情境易激活刻板性别角色认知，催生表现层面的差异，但此类差异可通过情境转换得到缓解。本概念验证研究旨在探索一种易于实施的情境转换策略——从室内就座转为室外步行——能否改善谈判互动的质量。本研究考察了步行行为对谈判结果、关系结果以及个体体验情绪的影响，并以性别作为调节变量。<strong>研究设计：</strong> 同性别配对被随机分配至就座组或步行组，同时分别扮演求职者或招聘者，开展工作邀约谈判。<strong>研究对象：</strong> 共计81对参与者，均为研究生或社区居民：就座组包含27名女性、14名男性；步行组包含23名女性、17名男性。<strong>实验干预：</strong> 参与者或面对面就座（彼此相对），或沿步道并肩步行，完成谈判任务。<strong>测评指标：</strong> 本研究测评了以下维度：谈判绩效（总得分）与结果公平性（谈判双方得分差值）；主观结果包括积极情绪、消极情绪、彼此好感度与互信程度。本研究采用混合效应模型（mixed effects models），检验了情境、性别的主效应，以及情境×性别的交互效应。<strong>研究结果：</strong> 相较于就座情境，步行情境与以下结果显著相关：女性的结果公平性显著提升，而男性则出现下降（B=3799.1，SE=1679.9，p=.027）；消极情绪水平降低，且女性的情绪降幅大于男性（IRR=.83，95% CI:[.69,1.00]，p=.046）；两类性别参与者的彼此好感度均显著提升（W=591.5，p值=0.027）。未发现步行情境对谈判总得分、积极情绪或互信程度存在显著影响。