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Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration

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  • Kray, Laura J.
  • Galinsky, Adam D.
  • Thompson, Leigh
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-45JB1MS-15/2/54c171eacef48be70deda5e0bd5ccba6
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    Bibliographic Info

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

    Volume (Year): 87 (2002)
    Issue (Month): 2 (March)
    Pages: 386-410

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    Handle: RePEc:eee:jobhdp:v:87:y:2002:i:2:p:386-410

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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. Bazerman, Max H. & Magliozzi, Thomas & Neale, Margaret A., 1985. "Integrative bargaining in a competitive market," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(3), pages 294-313, June.
    2. Moore, Don A. & Kurtzberg, Terri R. & Thompson, Leigh L. & Morris, Michael W., 1999. "Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(1), pages 22-43, January.
    3. Ayres, Ian & Siegelman, Peter, 1995. "Race and Gender Discrimination in Bargaining for a New Car," American Economic Review, American Economic Association, vol. 85(3), pages 304-21, June.
    4. 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. Leonardo Becchetti & Giacomo Degli Antoni & Stefania Ottone & Nazaria Solferino, 2011. "Allocation criteria under task performance: the gendered preference for protection," Econometica Working Papers wp32, Econometica.
    2. Kray, Laura J. & Shirako, Aiwa, 2009. "Stereotype Threat in Organizations: An Examination of its Scope, Triggers, and Possible Interventions," Institute for Research on Labor and Employment, Working Paper Series qt3wh9z792, Institute of Industrial Relations, UC Berkeley.
    3. White, Judith B. & Tynan, Renee & Galinsky, Adam D. & Thompson, Leigh, 2004. "Face threat sensitivity in negotiation: Roadblock to agreement and joint gain," Organizational Behavior and Human Decision Processes, Elsevier, vol. 94(2), pages 102-124, July.
    4. 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.
    5. Buchan, Nancy R. & Croson, Rachel T.A. & Solnick, Sara, 2008. "Trust and gender: An examination of behavior and beliefs in the Investment Game," Journal of Economic Behavior & Organization, Elsevier, vol. 68(3-4), pages 466-476, December.
    6. Bowles, Hannah Riley, 2012. "Psychological Perspectives on Gender in Negotiation," Working Paper Series rwp12-046, Harvard University, John F. Kennedy School of Government.
    7. Pittinsky, Todd L. & Shih, Margaret & Trahan, Amy, 2005. "Identity Cues: Evidence from and for Intra-Individual Perspectives on Stereotyping," Working Paper Series rwp05-010, Harvard University, John F. Kennedy School of Government.
    8. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2007. "Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask," Organizational Behavior and Human Decision Processes, Elsevier, vol. 103(1), pages 84-103, May.
    9. Cron, William L. & Gilly, Mary C. & Graham, John L. & Slocum Jr., John W., 2009. "Gender differences in the pricing of professional services: Implications for income and customer relationships," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 93-105, May.
    10. 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.

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