Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask
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Bibliographic InfoArticle provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.
Volume (Year): 103 (2007)
Issue (Month): 1 (May)
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Web page: http://www.elsevier.com/locate/obhdp
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- Kray, Laura, 2011. "Gender Bias in Negotiatorsâ€™ Ethical Decision Making," Institute for Research on Labor and Employment, Working Paper Series qt1639379n, Institute of Industrial Relations, UC Berkeley.
- 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.
- 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.
- 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.
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