What's a Masculine Negotiator? What's a Feminine Negotiator? It Depends on the Cultural and Situational Contexts
Why this work is in the frame
A frame that forgets how it found something cannot be audited. These are the routes that admitted this work.
Bibliographic record
Abstract
Abstract Gender‐related categorization is a key feature of the literature on gender in negotiation. While previous literature focused on context‐free traits such as warmth and competence, we examine how people categorize specific negotiation goals and behaviors as masculine and feminine across the U nited S tates and C hina in different negotiation contexts , illustrating the role of cultural and situational contexts in gender‐related categorization. Two studies found that while A merican participants categorized competitive goals and behaviors as masculine and cooperative ones as feminine across business‐to‐consumer ( B 2 C ) and business‐to‐business ( B 2 B ) negotiation contexts, C hinese participants' patterns depended on the negotiation context. In B 2 C contexts, C hinese participants categorized competitive goals and behaviors as feminine and cooperative ones as masculine; in B 2 B contexts, they made further distinctions, categorizing competitive goals and behaviors that are socially inappropriate as feminine, but competitive ones that are socially appropriate, and cooperative goals and behaviors, as masculine. Theoretical and practical implications are discussed.
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Full frame distilled prediction
Teacher imitationNot calibrated prevalence, not ground truth. Human validation pending. Learned from the 10,348 direct Codex labels and 10,348 direct Gemma labels. Candidate is the union of thresholded teacher heads; consensus is their intersection. These outputs are machine_predicted_unvalidated and are not human labels or direct frontier model labels.
Codex and Gemma teacher scores by category
| Category | Codex | Gemma |
|---|---|---|
| Metaresearch | 0.003 | 0.000 |
| Meta-epidemiology (narrow) | 0.000 | 0.000 |
| Meta-epidemiology (broad) | 0.000 | 0.000 |
| Bibliometrics | 0.000 | 0.000 |
| Science and technology studies | 0.001 | 0.001 |
| Scholarly communication | 0.002 | 0.002 |
| Open science | 0.000 | 0.000 |
| Research integrity | 0.000 | 0.000 |
| Insufficient payload (model declined to judge) | 0.001 | 0.000 |
Machine scores (provisional)
The two teacher heads of the student model, read on this work. A score orders the frame for review; it never asserts a category, and the validation status ships verbatim with every row.
Baseline scores from an immature model (maturity gate not passed, 7 training rounds). Scores rank; they never assert a category.
score_only:v0-immature-baseline · verbatim from the scoring run: score_only means the number may rank works, and no category label ships from it