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Lei Lai
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Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask

Women who initiate negotiations in the workplace are more likely to be penalized than their male counterparts.
Hannah Riley Bowles, Linda Babcock, Lei Lai (2007)
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Image
Negotiation Icon
Image
Compensation Icon

Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask

Women who initiate negotiations in the workplace are more likely to be penalized than their male counterparts.
Hannah Riley Bowles, Linda Babcock, Lei Lai (2007)
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