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Negotiation

Topic Overview

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.

Household Bargaining and Excess Fertility: An Experimental Study in Zambia

Enabling a woman to make her own decision about having children -- independently from her husband -- can reduce unwanted pregnancies.

Nava Ashraf, Erica Field, Jean Lee (2014)

How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer

Women can achieve better outcomes in salary negotiations without experiencing social backlash by providing a legitimate rationale for their ask, while communicating their concern for maintaining good organizational relationships.

Hannah Riley Bowles, Linda Babcock (2013)

Relief Versus Regret: The Effect of Gender and Negotiating Norm Ambiguity on Reactions to Having One’s First Offer Accepted

Women experience more relief following the acceptance of their first offer in an employment negotiation than men.

Laura Kray, Michele Gelfand (2009)

Testosterone and Aggression in a Simulated Crisis Game

Higher levels of testosterone are associated with more aggression, particularly among older women and younger men.

Rose McDermott, Dominic Johnson, Jonathan Cowden, Stephen Rosen (2007)

Topic Overview

Negotiation

How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer

Hannah Riley Bowles, Linda Babcock (2013)

Testosterone and Aggression in a Simulated Crisis Game

Higher levels of testosterone are associated with more aggression, particularly among older women and younger men.

Rose McDermott, Dominic Johnson, Jonathan Cowden, Stephen Rosen (2007)

Household Bargaining and Excess Fertility: An Experimental Study in Zambia

Enabling a woman to make her own decision about having children -- independently from her husband -- can reduce unwanted pregnancies.

Nava Ashraf, Erica Field, Jean Lee (2014)

Relief Versus Regret: The Effect of Gender and Negotiating Norm Ambiguity on Reactions to Having One’s First Offer Accepted

Women experience more relief following the acceptance of their first offer in an employment negotiation than men.

Laura Kray, Michele Gelfand (2009)

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