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View Results 1 - 10 of 14 for:
Negotiation

Topic Overview

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Negotiation Icon
Negotiation

Within gendered systems, negotiation skills, for all to possess, are vital to overcome behavioral expectations and give a sense of agency over financial and social outcomes. Organizations and businesses can make structural changes so that negotiations are more gender-equal. Learn techniques and policies that can help create a more level playing field.

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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Competition Icon
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Decision Making Icon
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Negotiation Icon

Gender differences in trust dynamics: Women trust more than men following a trust violation

After a violation in trust, women are more likely to regain trust in a transgressor due to higher interest in maintaining a relationship.


 

Michael P. Haselhuhn, Jessica A. Kennedy, Laura Kray, Alex B. Van Zant, Maurice E. Schweitzer (2014)
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Negotiation Icon
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Negotiating a Better Future: How Interpersonal Skills Facilitate Intergenerational Investment

In Zambia, negotiation training for teen girls may increase their continued enrollment in school.

Nava Ashraf, Natalie Bau, Corinne Low, Kathleen McGinn (2020)
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Negotiation Icon

Negotiating Femininity: Gender-Relevant Primes Improve Women’s Economic Performance in Gender Role Incongruent Negotiations

Simple strategies that prime women to focus on past negotiation successes or prepare by imagining helping a friend negotiate can help women succeed in negotiations.

Julia B. Bear, Linda Babcock (2017)
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Decision Making Icon
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Bias Icon
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Negotiation Icon

Women and African Americans are less influential when they express anger during group decision-making

During negotiations, expressing anger decreases influence for women and African Americans but does not decrease the influence of white men.

Jessica M. Salerno, Liana C. Peter-Hagene, Alexander C. V. Jay (2019)
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Negotiation Icon

A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity

Women are more likely than men to have strongly internalized moral identities, leading to more ethical negotiation practices—but the situation can suppress women’s ethical strength.

Jessica A. Kennedy, Laura Kray, Gillian Ku (2017)
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Negotiation Icon

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.

Emily T. Amanatullah, Michael W. Morris (2010)
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Negotiation Icon
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Compensation Icon

Constraints and Triggers: Situational Mechanics of Gender in Negotiation

Gender gaps are more likely to emerge in negotiations when there is a lack of clarity about compensation or price standards.

Hannah Riley Bowles, Linda Babcock, Kathleen McGinn (2005)
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Negotiation Icon

Do Women Avoid Salary Negotiations? Evidence from a Large Scale Natural Field Experiment

When an employer clearly states that employees can negotiate their salaries, the gender gap in job applications and negotiation closes.

Andreas Leibbrandt, John A List (2014)
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Negotiation Icon
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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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Topic Overview

Image
Negotiation Icon
Negotiation

Within gendered systems, negotiation skills, for all to possess, are vital to overcome behavioral expectations and give a sense of agency over financial and social outcomes. Organizations and businesses can make structural changes so that negotiations are more gender-equal. Learn techniques and policies that can help create a more level playing field.

Image
Competition Icon
Image
Decision Making Icon
Image
Negotiation Icon

Gender differences in trust dynamics: Women trust more than men following a trust violation

After a violation in trust, women are more likely to regain trust in a transgressor due to higher interest in maintaining a relationship.


 

Michael P. Haselhuhn, Jessica A. Kennedy, Laura Kray, Alex B. Van Zant, Maurice E. Schweitzer (2014)
Sharing
Share
Share to Facebook Share to Twitter Share to Linkedin Share by Email
Read More
Image
Negotiation Icon

Negotiating Femininity: Gender-Relevant Primes Improve Women’s Economic Performance in Gender Role Incongruent Negotiations

Simple strategies that prime women to focus on past negotiation successes or prepare by imagining helping a friend negotiate can help women succeed in negotiations.

Julia B. Bear, Linda Babcock (2017)
Sharing
Share
Share to Facebook Share to Twitter Share to Linkedin Share by Email
Read More
Image
Negotiation Icon

A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity

Women are more likely than men to have strongly internalized moral identities, leading to more ethical negotiation practices—but the situation can suppress women’s ethical strength.

Jessica A. Kennedy, Laura Kray, Gillian Ku (2017)
Sharing
Share
Share to Facebook Share to Twitter Share to Linkedin Share by Email
Read More
Image
Negotiation Icon
Image
Compensation Icon

Constraints and Triggers: Situational Mechanics of Gender in Negotiation

Gender gaps are more likely to emerge in negotiations when there is a lack of clarity about compensation or price standards.

Hannah Riley Bowles, Linda Babcock, Kathleen McGinn (2005)
Sharing
Share
Share to Facebook Share to Twitter Share to Linkedin Share by Email
Read More
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)
Sharing
Share
Share to Facebook Share to Twitter Share to Linkedin Share by Email
Read More
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)
Sharing
Share
Share to Facebook Share to Twitter Share to Linkedin Share by Email
Read More
Image
Negotiation Icon
Image
Access to Education Icon

Negotiating a Better Future: How Interpersonal Skills Facilitate Intergenerational Investment

In Zambia, negotiation training for teen girls may increase their continued enrollment in school.

Nava Ashraf, Natalie Bau, Corinne Low, Kathleen McGinn (2020)
Sharing
Share
Share to Facebook Share to Twitter Share to Linkedin Share by Email
Read More
Image
Decision Making Icon
Image
Bias Icon
Image
Negotiation Icon

Women and African Americans are less influential when they express anger during group decision-making

During negotiations, expressing anger decreases influence for women and African Americans but does not decrease the influence of white men.

Jessica M. Salerno, Liana C. Peter-Hagene, Alexander C. V. Jay (2019)
Sharing
Share
Share to Facebook Share to Twitter Share to Linkedin Share by Email
Read More
Image
Negotiation Icon

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.

Emily T. Amanatullah, Michael W. Morris (2010)
Sharing
Share
Share to Facebook Share to Twitter Share to Linkedin Share by Email
Read More
Image
Negotiation Icon

Do Women Avoid Salary Negotiations? Evidence from a Large Scale Natural Field Experiment

When an employer clearly states that employees can negotiate their salaries, the gender gap in job applications and negotiation closes.

Andreas Leibbrandt, John A List (2014)
Sharing
Share
Share to Facebook Share to Twitter Share to Linkedin Share by Email
Read More

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