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When Women Ask, Does Curiosity Help?

Author

Listed:
  • Alexandra Mislin

    (Kogod School of Business, American University, 4400 Massachusetts Avenue, NW, Washington, DC 20016, USA
    These authors contributed equally to this work.)

  • Ece Tuncel

    (George Herbert Walker School of Business and Technology, Webster University, Webster Groves, MO 63119, USA
    These authors contributed equally to this work.)

  • Lucie Prewitt

    (Institute for Policy & Social Research, The University of Kansas, Lawrence, KS 66045, USA)

Abstract

This research examines the potential social benefits of displaying curiosity during a negotiation. Past research has found women who ask directly in distributive agentic settings can suffer negative social consequences and obtain worse objective outcomes compared to men. In three experiments (N = 600) using different negotiation contexts, we found men and women who approach negotiations with curiosity reap the same economic benefits of asking directly but without incurring a social cost. We also found that perceived warmth partially accounts for the positive effects of curiosity (vs. asking directly) on negotiators’ social outcomes. Finally, our results reveal women feel more comfortable conveying curiosity compared to using a direct approach in their negotiations. We discuss the implications of these findings in enhancing negotiation effectiveness for both women and men.

Suggested Citation

  • Alexandra Mislin & Ece Tuncel & Lucie Prewitt, 2024. "When Women Ask, Does Curiosity Help?," Social Sciences, MDPI, vol. 13(3), pages 1-24, March.
    • Handle: RePEc:gam:jscscx:v:13:y:2024:i:3:p:152-:d:1352889
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    References listed on IDEAS

    as
    1. Benjamin Artz & Amanda H. Goodall & Andrew J. Oswald, 2018. "Do Women Ask?," Industrial Relations: A Journal of Economy and Society, Wiley Blackwell, vol. 57(4), pages 611-636, October.
    2. Paula England & Andrew Levine & Emma Mishel, 2020. "Progress toward gender equality in the United States has slowed or stalled," Proceedings of the National Academy of Sciences, Proceedings of the National Academy of Sciences, vol. 117(13), pages 6990-6997, March.
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