Who Can Lean In? The Intersecting Role of Race and Gender in Negotiations
In the United States, differences in salary negotiation behavior are shaped by both gender and race. White women, Asian women, and Asian men feared more backlash for being too demanding in negotiations, as compared to White men.
Negin R. Toosi,
Shira Mor,
Zhaleh Semnani-Azad,
Katherine W. Phillips,
Emily T. Amanatullah
Negotiating Gender Roles: Gender Differences in Assertive Negotiating Are Mediated by Women’s Fear of Backlash and Attenuated When Negotiating on Behalf of Others
Women adjust their negotiation strategies according to context, conceding early when they anticipate backlash for violating gender expectations.
Who Can Lean In? The Intersecting Role of Race and Gender in Negotiations
In the United States, differences in salary negotiation behavior are shaped by both gender and race. White women, Asian women, and Asian men feared more backlash for being too demanding in negotiations, as compared to White men.
Negin R. Toosi,
Shira Mor,
Zhaleh Semnani-Azad,
Katherine W. Phillips,
Emily T. Amanatullah
Negotiating Gender Roles: Gender Differences in Assertive Negotiating Are Mediated by Women’s Fear of Backlash and Attenuated When Negotiating on Behalf of Others
Women adjust their negotiation strategies according to context, conceding early when they anticipate backlash for violating gender expectations.
