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Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask

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  • Bowles, Hannah Riley
  • Babcock, Linda
  • Lai, Lei
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    Abstract

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    File URL: http://www.sciencedirect.com/science/article/B6WP2-4M93P6S-2/2/c6673d59cfc3d3739fd35287dfa80f62
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    Bibliographic Info

    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 103 (2007)
    Issue (Month): 1 (May)
    Pages: 84-103

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    Handle: RePEc:eee:jobhdp:v:103:y:2007:i:1:p:84-103

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    Web page: http://www.elsevier.com/locate/obhdp

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    References

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    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
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    1. Bowles, Hannah Riley & Babcock, Linda & McGinn, Kathleen L., 2005. "Constraints and Triggers: Situational Mechanics of Gender in Negotiation," Working Paper Series rwp05-051, Harvard University, John F. Kennedy School of Government.
    2. Kray, Laura J. & Galinsky, Adam D. & Thompson, Leigh, 2002. "Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 386-410, March.
    3. Walters, Amy E. & Stuhlmacher, Alice F. & Meyer, Lia L., 1998. "Gender and Negotiator Competitiveness: A Meta-analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(1), pages 1-29, October.
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    Cited by:
    1. Volkema, Roger J., 2009. "Why Dick and Jane don't ask: Getting past initiation barriers in negotiations," Business Horizons, Elsevier, vol. 52(6), pages 595-604, November.
    2. Reuben, Ernesto & Rey-Biel, Pedro & Sapienza, Paola & Zingales, Luigi, 2010. "The Emergence of Male Leadership in Competitive Environments," IZA Discussion Papers 5300, Institute for the Study of Labor (IZA).
    3. Leonardo Becchetti & Giacomo Degli Antoni & Stefania Ottone & Nazaria Solferino, 2011. "Allocation Criteria under Task Performance: the Gendered Preference for Protection," CEIS Research Paper 214, Tor Vergata University, CEIS, revised 24 Oct 2011.
    4. Kray, Laura, 2011. "Gender Bias in Negotiators’ Ethical Decision Making," Institute for Research on Labor and Employment, Working Paper Series qt1639379n, Institute of Industrial Relations, UC Berkeley.
    5. Bowles, Hannah Riley, 2012. "Claiming Authority: How Women Explain Their Ascent to Top Business Leadership Positions," Working Paper Series rwp12-047, Harvard University, John F. Kennedy School of Government.
    6. Amanatullah, Emily T. & Tinsley, Catherine H., 2013. "Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators," Organizational Behavior and Human Decision Processes, Elsevier, vol. 120(1), pages 110-122.
    7. Bowles, Hannah Riley & McGinn, Kathleen, 2008. "Gender in Job Negotiations: A Two-Level Game," Working Paper Series rwp08-027, Harvard University, John F. Kennedy School of Government.

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