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Constraints and Triggers: Situational Mechanics of Gender in Negotiation

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  1. Gender & decision-making
    by chris dillow in Stumbling and Mumbling on 2009-08-03 18:53:53

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Cited by:

  1. Bertrand, Marianne, 2011. "New Perspectives on Gender," Handbook of Labor Economics, in: O. Ashenfelter & D. Card (ed.), Handbook of Labor Economics, edition 1, volume 4, chapter 17, pages 1543-1590, Elsevier.
  2. Ruppert, Andrea & Voigt, Martina, 2014. "Verhandlungsstrategien und Verhandlungstaktiken in Gehaltsverhandlungen," Working Paper Series 06, Frankfurt University of Applied Sciences, Faculty of Business and Law.
  3. Delis, Manthos & Iosifidi, Maria & Pnevmatikos, Lampros & Tsiritakis, Emmanuel, 2023. "Credit negotiations," MPRA Paper 123003, University Library of Munich, Germany, revised 12 Dec 2024.
  4. René Böheim & Klemens Himpele & Helmut Mahringer & Christine Zulehner, 2013. "The gender wage gap in Austria: eppur si muove!," Empirica, Springer;Austrian Institute for Economic Research;Austrian Economic Association, vol. 40(4), pages 585-606, November.
  5. Bowles, Hannah Riley, 2012. "Claiming Authority: How Women Explain their Ascent to Top Business Leadership Positions," Scholarly Articles 9830355, Harvard Kennedy School of Government.
  6. Ludwig, Sandra & Fellner-Röhling, Gerlinde & Thoma, Carmen, 2017. "Do women have more shame than men? An experiment on self-assessment and the shame of overestimating oneself," European Economic Review, Elsevier, vol. 92(C), pages 31-46.
  7. Shira Mor, 2018. "Inducing gender/professional identity compatibility promotes women’s compensation requests," PLOS ONE, Public Library of Science, vol. 13(11), pages 1-9, November.
  8. Xiaoqi Zhang & Yanqiao Zheng, 2019. "Gender differences in self-view and desired salaries: A study on online recruitment website users in China," PLOS ONE, Public Library of Science, vol. 14(1), pages 1-17, January.
  9. Patricia Elgoibar & Elio Shijaku, 2022. "Bringing the Social Back into Sustainability: Why Integrative Negotiation Matters," Sustainability, MDPI, vol. 14(11), pages 1-12, May.
  10. Valeria Maggian & Antonio Nicolò, 2016. "The wrong man for the job: biased beliefs and job mismatching," Post-Print halshs-01324733, HAL.
  11. Desai, Sreedhari D. & Gunia, Brian C., 2023. "The interplay of gender and perceived sexual orientation at the bargaining table: A social dominance and intersectionalist perspective," Organizational Behavior and Human Decision Processes, Elsevier, vol. 179(C).
  12. Julia B. Bear & Robin Pinkley & Zoe Barsness & Jens Mazei & Nazli Bhatia & Dustin J. Sleesman, 2023. "Gender, Pay Transparency, and Competitiveness: Why Salary Information Sometimes, but Not Always, Mitigates Gender Gaps in Salary Negotiations," Group Decision and Negotiation, Springer, vol. 32(5), pages 1143-1163, October.
  13. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
  14. Elise Coudin & Sophie Maillard & Maxime To, 2018. "Family, firms and the gender wage gap in France," IFS Working Papers W18/01, Institute for Fiscal Studies.
  15. Frimmel, Wolfgang & Schmidpeter, Bernhard & Wiesinger, Rene & Winter-Ebmer, Rudolf, 2023. "External pay transparency and the gender wage gap," Ruhr Economic Papers 1027, RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen.
  16. Christine L. Exley & Muriel Niederle & Lise Vesterlund, 2020. "Knowing When to Ask: The Cost of Leaning In," Journal of Political Economy, University of Chicago Press, vol. 128(3), pages 816-854.
  17. René Böheim & Klemens Himpele & Helmut Mahringer & Christine Zulehner, 2013. "The distribution of the gender wage gap in Austria: evidence from matched employer-employee data and tax records [Eine Auswertung von Steuer- und Sozialversicherungsdaten zur Untersuchung der Verte," Journal for Labour Market Research, Springer;Institute for Employment Research/ Institut für Arbeitsmarkt- und Berufsforschung (IAB), vol. 46(1), pages 19-34, March.
  18. Matthias Sutter & Ronald Bosman & Martin Kocher & Frans Winden, 2009. "Gender pairing and bargaining—Beware the same sex!," Experimental Economics, Springer;Economic Science Association, vol. 12(3), pages 318-331, September.
  19. Najib A. Mozahem & Moniat El Noufous K. El Masri & Nazhat M. Najm & Samah S. Saleh, 2021. "How Gender Differences in Entitlement and Apprehension Manifest Themselves in Negotiation," Group Decision and Negotiation, Springer, vol. 30(3), pages 587-610, June.
  20. Alessandra Casarico & Salvatore Lattanzio, 2024. "What Firms Do: Gender Inequality in Linked Employer-Employee Data," Journal of Labor Economics, University of Chicago Press, vol. 42(2), pages 325-355.
  21. Klaus Grünberger & Christine Zulehner, 2009. "Geschlechtsspezifische Lohnunterschiede in Österreich," WIFO Monatsberichte (monthly reports), WIFO, vol. 82(2), pages 139-150, February.
  22. Lee, Margaret & Kray, Laura J., 2021. "A gender gap in managerial span of control: Implications for the gender pay gap," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 1-17.
  23. Kouchaki, Maryam & Kray, Laura J., 2018. "“I won't let you down:” Personal ethical lapses arising from women’s advocating for others," Organizational Behavior and Human Decision Processes, Elsevier, vol. 147(C), pages 147-157.
  24. B. Burcin Yurtoglu & Christine Zulehner, 2007. "The gender wage gap in top corporate jobs is still there," Vienna Economics Papers vie0701, University of Vienna, Department of Economics.
  25. 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.
  26. Jones, Joanne & MacTavish, Carolyn & Schultz, Wendy, 2019. "The effect of gender and firm identification on auditor pre-negotiation judgments," Advances in accounting, Elsevier, vol. 44(C), pages 49-57.
  27. René Böheim & Klemens Himpele & Helmut Mahringer & Christine Zulehner, 2013. "The distribution of the gender wage gap in Austria: evidence from matched employer-employee data and tax records [Eine Auswertung von Steuer- und Sozialversicherungsdaten zur Untersuchung der Verte," Journal for Labour Market Research, Springer;Institute for Employment Research/ Institut für Arbeitsmarkt- und Berufsforschung (IAB), vol. 46(1), pages 19-34, March.
  28. Paryavi, Maliheh, 2024. "Women lean back when representing others in competitions," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 109(C).
  29. Francisco Pino, 2014. "Is There Gender Bias Among Voters ?Evidence from the Chilean Congressional Elections," Working Papers ECARES ECARES 2014-53, ULB -- Universite Libre de Bruxelles.
  30. 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.
  31. René Böheim & Marian Fink & Silvia Rocha-Akis & Christine Zulehner, 2017. "Die Entwicklung geschlechtsspezifischer Lohnunterschiede in Österreich," WIFO Monatsberichte (monthly reports), WIFO, vol. 90(9), pages 713-725, September.
  32. Ajwad, Mohamed Ihsan & Bilo, Simon & Nguyen, Ha & AlAnsari, Ebtesam & AlHumaidan, Lama & AlRashidi, Faleh, 2023. "Female-Worker Representation Effect : Gender Pay Variation in the Kuwaiti Civil Service," Policy Research Working Paper Series 10509, The World Bank.
  33. Jason R. Pierce & Leigh Thompson, 2022. "Feeling Competitiveness or Empathy Towards Negotiation Counterparts Mitigates Sex Differences in Lying," Journal of Business Ethics, Springer, vol. 178(1), pages 71-87, June.
  34. Steffen Andersen & Julie Marx & Kasper Meisner Nielsen & Lise Vesterlund, 2021. "Gender Differences in Negotiation: Evidence from Real Estate Transactions," The Economic Journal, Royal Economic Society, vol. 131(638), pages 2304-2332.
  35. Cruz, Gabriel & Rau, Tomás, 2022. "The effects of equal pay laws on firm pay premiums: Evidence from Chile," Labour Economics, Elsevier, vol. 75(C).
  36. Bowles, Hannah Riley & McGinn, Kathleen L., 2007. "Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations," Working Paper Series rwp07-062, Harvard University, John F. Kennedy School of Government.
  37. John, Katrin & Thomsen, Stephan L., 2017. "Gender Differences in the Development of Other-Regarding Preferences," Hannover Economic Papers (HEP) dp-607, Leibniz Universität Hannover, Wirtschaftswissenschaftliche Fakultät.
  38. Castillo, Marco & Petrie, Ragan & Torero, Maximo & Vesterlund, Lise, 2013. "Gender differences in bargaining outcomes: A field experiment on discrimination," Journal of Public Economics, Elsevier, vol. 99(C), pages 35-48.
  39. Karen Green & Benson Wier, 2015. "Influence of Ethical Position and Information Asymmetry on Transfer Price Negotiations," Accounting and Finance Research, Sciedu Press, vol. 4(1), pages 1-30, February.
  40. Nan L. Maxwell & Nathan Wozny, 2021. "Gender Gaps in Time Use and Labor Market Outcomes: What’s Norms Got to Do with it?," Journal of Labor Research, Springer, vol. 42(1), pages 56-77, March.
  41. Peng, Ann C. & Dunn, Jennifer & Conlon, Donald E., 2015. "When vigilance prevails: The effect of regulatory focus and accountability on integrative negotiation outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 77-87.
  42. Ethné Swartz & Frances M. Amatucci & Susan Coleman, 2016. "Still A Man'S World? Second Generation Gender Bias In External Equity Term Sheet Negotiations," Journal of Developmental Entrepreneurship (JDE), World Scientific Publishing Co. Pte. Ltd., vol. 21(03), pages 1-20, September.
  43. Kokić, Erna & Wagner, Laure & García López del Amo, Ana & Giering, Charlotte L. & Ly Truong, Van & Petrowsky, Hannes M. & Husen, Onno M. & Loschelder, David D., 2024. "Empowered or informed? Seeking to mitigate gender differences in first-offer assertiveness through pre-negotiation interventions," Journal of Economic Psychology, Elsevier, vol. 105(C).
  44. René Böheim & Marian Fink & Christine Zulehner, 2021. "About time: the narrowing gender wage gap in Austria," Empirica, Springer;Austrian Institute for Economic Research;Austrian Economic Association, vol. 48(4), pages 803-843, November.
  45. Wolfgang Frimmel & Bernhard Schmidpeter & Rene Wiesinger & Rudolf Winter-Ebmer, 2022. "Mandatory Wage Posting, Bargaining and the Gender Wage Gap," Economics working papers 2022-02, Department of Economics, Johannes Kepler University Linz, Austria.
  46. Nohe, Christoph & Hüffmeier, Joachim & Bürkner, Paul & Mazei, Jens & Sondern, Dominik & Runte, Antonia & Sieber, Franziska & Hertel, Guido, 2022. "Unethical choice in negotiations: A meta-analysis on gender differences and their moderators," Organizational Behavior and Human Decision Processes, Elsevier, vol. 173(C).
  47. Anne‐Sophie Bruno & Nathalie Greenan & Jeremy Tanguy, 2021. "Does the Gender Mix Influence Collective Bargaining on Gender Equality? Evidence from France," Industrial Relations: A Journal of Economy and Society, Wiley Blackwell, vol. 60(4), pages 479-520, October.
  48. Pate, Jennifer & Fox, Richard, 2018. "Getting past the gender gap in political ambition," Journal of Economic Behavior & Organization, Elsevier, vol. 156(C), pages 166-183.
  49. Christine Mayrhuber, 2017. "Erwerbsunterbrechungen, Teilzeitarbeit und ihre Bedeutung für das Frauen-Lebenseinkommen," WIFO Studies, WIFO, number 61000.
  50. Garret Ridinger & Michael McBride, 2015. "Money Affects Theory of Mind Differently by Gender," PLOS ONE, Public Library of Science, vol. 10(12), pages 1-15, December.
  51. Laura Luekemann & Anja-Kristin Abendroth, 2018. "Women in the German Workplace: What Facilitates or Constrains Their Claims-Making for Career Advancement?," Social Sciences, MDPI, vol. 7(11), pages 1-34, October.
  52. Halvarsson, Daniel & Lark, Olga & Tingvall, Patrik & Videnord, Josefin, 2022. "Bargaining for Trade: When Exporting Becomes Detrimental for Female Wages," Ratio Working Papers 361, The Ratio Institute.
  53. Maitra, Pushkar & Neelim, Ananta & Tran, Chau, 2021. "The role of risk and negotiation in explaining the gender wage gap," Journal of Economic Behavior & Organization, Elsevier, vol. 191(C), pages 1-27.
  54. Cassar, Alessandra & Zhang, Y. Jane, 2022. "The competitive woman: Evolutionary insights and cross-cultural evidence into finding the Femina Economica," Journal of Economic Behavior & Organization, Elsevier, vol. 197(C), pages 447-471.
  55. B. Burcin Yurtoglu & Christine Zulehner, 2007. "The gender wage gap in top corporate jobs is still there," Vienna Economics Papers 0701, University of Vienna, Department of Economics.
  56. Card, David & Cardoso, Ana Rute & Kline, Patrick, 2013. "Bargaining and the Gender Wage Gap: A Direct Assessment," IZA Discussion Papers 7592, Institute of Labor Economics (IZA).
  57. Andreas Leibbrandt & John A. List, 2015. "Do Women Avoid Salary Negotiations? Evidence from a Large-Scale Natural Field Experiment," Management Science, INFORMS, vol. 61(9), pages 2016-2024, September.
  58. Katrien Stevens & Stephen Whelan, 2019. "Negotiating the Gender Wage Gap," Industrial Relations: A Journal of Economy and Society, Wiley Blackwell, vol. 58(2), pages 141-188, April.
  59. 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.
  60. Andreas Leibbrandt & Liang Choon Wang & Cordelia Foo, 2015. "Gender Quotas, Competitions, and Peer Review: Experimental Evidence on the Backlash Against Women," CESifo Working Paper Series 5526, CESifo.
  61. Bowles, Hannah Riley, 2012. "Psychological Perspectives on Gender in Negotiation," Scholarly Articles 9830358, Harvard Kennedy School of Government.
  62. Herjanto, Halimin & Amin, Muslim & Purington, Elizabeth F., 2021. "Panic buying: The effect of thinking style and situational ambiguity," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
  63. Chen, Yutong, 2024. "Does the gig economy discriminate against women? Evidence from physicians in China," Journal of Development Economics, Elsevier, vol. 169(C).
  64. Böheim, René & Himpele, Klemens & Mahringer, Helmut & Zulehner, Christine, 2013. "The distribution of the gender wage gap in Austria : evidence from matched employer-employee data and tax records," Journal for Labour Market Research, Institut für Arbeitsmarkt- und Berufsforschung (IAB), Nürnberg [Institute for Employment Research, Nuremberg, Germany], vol. 46(1), pages 19-34.
  65. Bowles, Hannah Riley, 2012. "Psychological Perspectives on Gender in Negotiation," Working Paper Series rwp12-046, Harvard University, John F. Kennedy School of Government.
  66. Andreas Leibbrandt & Liang Choon Wang & Cordelia Foo, 2018. "Gender Quotas, Competitions, and Peer Review: Experimental Evidence on the Backlash Against Women," Management Science, INFORMS, vol. 64(8), pages 3501-3516, August.
  67. John Douglas Skåtun, 2017. "Bargaining on your Spouse: Coasean and Non-Coasean Behaviour Within Marriage," Journal of Family and Economic Issues, Springer, vol. 38(2), pages 263-278, June.
  68. Rachel Croson & Uri Gneezy, 2009. "Gender Differences in Preferences," Journal of Economic Literature, American Economic Association, vol. 47(2), pages 448-474, June.
  69. Collins, Hanne K. & Whillans, Ashley V. & John, Leslie K., 2021. "Joy and rigor in behavioral science," Organizational Behavior and Human Decision Processes, Elsevier, vol. 164(C), pages 179-191.
  70. Gomez-Herrera, Estrella & Mueller-Langer, Frank, 2024. "Does information disclosure affect the gender gap in bidding behavior? Empirical evidence from a natural experiment on a large online labor platform," Labour Economics, Elsevier, vol. 90(C).
  71. Halvarsson, Daniel & Lark, Olga & Tingvall, Patrik & Videnord, Josefin, 2022. "Bargaining for Trade: When Exporting Becomes Detrimental for Female Wages," Working Paper Series 1437, Research Institute of Industrial Economics.
  72. Wifo, 2017. "WIFO-Monatsberichte, Heft 9/2017," WIFO Monatsberichte (monthly reports), WIFO, vol. 90(9), September.
  73. René Böheim & Klemens Himpele & Helmut Mahringer & Christine Zulehner, 2011. "The Gender Pay Gap in Austria: Tamensi Movetur!," WIFO Working Papers 394, WIFO.
  74. García, Gustavo Antonio & Ramírez-Hassan, Andrés & Saravia, Estefanía & Vargas, Raquel & Duque, Juan Fernando & Londoño, Daniel, 2022. "Impacto del programa de subsidios en el transporte escolar en Medellín (Colombia) como herramientas para reducir la exclusión social," IDB Publications (Working Papers) 12013, Inter-American Development Bank.
  75. Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
  76. Zhang, Peilu & Zhang, Yinjunjie & Palma, Marco A., 2024. "Social roles and competitiveness: My willingness to compete depends on who I am (supposed to be)," Games and Economic Behavior, Elsevier, vol. 143(C), pages 125-151.
  77. Edmund Fosu Agyemang & Godfred A. Bokpin, 2025. "Women economic empowerment through digitalization: analyzing social networks, risk and time preferences," International Journal of Economic Policy Studies, Springer, vol. 19(1), pages 209-230, February.
  78. René Böheim & Helmut Hofer & Christine Zulehner, 2007. "Wage differences between Austrian men and women: semper idem?," Empirica, Springer;Austrian Institute for Economic Research;Austrian Economic Association, vol. 34(3), pages 213-229, July.
  79. Roberto Cabaleiro‐Casal & Enrique Buch‐Gómez, 2021. "Female politicians in municipal councils and fiscal performance," Economics and Politics, Wiley Blackwell, vol. 33(2), pages 289-314, July.
  80. Christine L Exley & Judd B Kessler, 2022. "The Gender Gap in Self-Promotion," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 137(3), pages 1345-1381.
  81. Kennedy, Jessica A. & Kray, Laura J. & Ku, Gillian, 2017. "A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity," Organizational Behavior and Human Decision Processes, Elsevier, vol. 138(C), pages 28-44.
  82. Dacinia Crina Petrescu, 2017. "What Triggers A Negotiation €“ An Economic Or A Social Goal?," EcoForum, "Stefan cel Mare" University of Suceava, Romania, Faculty of Economics and Public Administration - Economy, Business Administration and Tourism Department., vol. 6(1), pages 1-24, January.
  83. Dai Quy Le & Daisung Jang, 2023. "Individual Differences and Situational Constraint Predict Information Search in Negotiation Planning," Group Decision and Negotiation, Springer, vol. 32(3), pages 667-699, June.
  84. Steffen Andersen & Seda Ertac & Uri Gneezy & John A. List & Sandra Maximiano, 2018. "On the cultural basis of gender differences in negotiation," Experimental Economics, Springer;Economic Science Association, vol. 21(4), pages 757-778, December.
  85. Bowles, Hannah Riley & Flynn, Francis J., 2007. "Getting Past No: Gender and the Propensity to Persist in Negotiation," Working Paper Series rwp07-063, Harvard University, John F. Kennedy School of Government.
  86. Bowles, Hannah Riley & Babcock, Linda, 2008. "Relational Accounts: An Answer for Women to the Compensation Negotiation Dilemma," Working Paper Series rwp08-066, Harvard University, John F. Kennedy School of Government.
  87. Iñigo Hernandez-Arenaz & Nagore Iriberri, 2023. "Gender differences in alternating-offer bargaining: an experimental study," Experimental Economics, Springer;Economic Science Association, vol. 26(4), pages 879-914, September.
  88. Wiltermuth, Scott S., 2011. "Cheating more when the spoils are split," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(2), pages 157-168, July.
  89. 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.
  90. Denise L. Reyes & Julie Dinh & Eduardo Salas, 2021. "Can Gender-Disposed Personality Traits Explain Who Initiates Negotiations?," Group Decision and Negotiation, Springer, vol. 30(5), pages 1057-1083, October.
  91. Jens Mazei & Julia B. Bear & Joachim Hüffmeier, 2022. "Avoiding Backlash or Proving One’s Manhood? Beliefs About Gender Differences in Negotiation," Group Decision and Negotiation, Springer, vol. 31(1), pages 81-110, February.
  92. Huang, Jennie & Low, Corinne, 2022. "The myth of the male negotiator: Gender’s effect on negotiation strategies and outcomes," Journal of Economic Behavior & Organization, Elsevier, vol. 202(C), pages 517-532.
  93. Halvarsson, Daniel & Lark, Olga & Tingvall, Patrik & Videnord, Josefin, 2022. "Bargaining for Trade: When Exporting Becomes Detrimental for Female Wages," Working Papers 2022:13, Lund University, Department of Economics.
  94. Gary E. Bolton & Axel Ockenfels, 2010. "Betrayal Aversion: Evidence from Brazil, China, Oman, Switzerland, Turkey, and the United States: Comment," American Economic Review, American Economic Association, vol. 100(1), pages 628-633, March.
  95. María Eugenia Echeberría, 2024. "Female selection into employment along the earnings distribution," Documentos de Trabajo (working papers) 24-08, Instituto de Economía - IECON.
  96. René Böheim & Marian Fink & Christine Zulehner, 2021. "Die Entwicklung des Lohnunterschiedes zwischen Frauen und Männern in Österreich von 2005 bis 2019," WIFO Research Briefs 2, WIFO.
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