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1968年杰勒德·尼尔伦伯格出版《谈判的艺术》一书标志着现代谈判学的创立。妇女、女性特质一直是谈判学著作的分析对象,但对谈判实践进行的社会性别分析到20世纪90年代后才随着女性主义学术的成长而逐步发展起来。在主流谈判学者尽量避免性别歧视内容的同时,女性主义学术也逐渐进入谈判学的主流,影响了谈判学的发展方向。在众多有关社会性别与谈判的研究成果中,针对第二代性别歧视实践的讨论具有代表意义;“影子谈判”“女人不提要求”等观点得到广泛认可;妇女在谈判中面临的“两难处境”逐步被认识到;关于妇女在谈判桌上的“性力量”问题的研究受到关注;学会谈判对妇女平衡好工作与家庭负担至关重要。总之,既有的研究成果充分表明,社会性别因素是与谈判相互影响的,需给予足够重视。
In 1968 Gerard Nillenberg published “The Art of Negotiation,” a book that marked the founding of modern negotiations. Women’s and women’s traits have always been the object of analysis of the works of negotiators, but the gender analysis of the negotiation practice gradually developed with the growth of feminist scholarship after the 1990s. While mainstream negotiators try their best to avoid the content of sexism, feminist scholarship has also gradually entered the mainstream of negotiation studies and influenced the development of negotiation studies. Among the many studies on gender and negotiation, the discussions on the second generation of gender discrimination practice are representative; opinions such as “Shadow Negotiation” and “Women Do not Solicit Claims” have been widely recognized; and women are facing negotiations during the negotiations The “dilemma” is gradually being recognized; attention has been paid to the study of women’s “power” at the negotiating table; learning to negotiate is crucial for women to balance their work with the family burden. In short, the existing research results fully show that gender factors are mutually influential in the negotiations and need to be given enough attention.