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Shira Mor
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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 (2019)
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Image
Compensation Icon
Image
Negotiation Icon

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 (2019)
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