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

Citations

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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. Becchetti, Leonardo & Degli Antoni, Giacomo & Ottone, Stefania & Solferino, Nazaria, 2013. "Allocation criteria under task performance: The gendered preference for protection," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 45(C), pages 96-111.
  3. Modupe Akinola & Ilona Fridman & Shira Mor & Michael W Morris & Alia J Crum, 2016. "Adaptive Appraisals of Anxiety Moderate the Association between Cortisol Reactivity and Performance in Salary Negotiations," PLOS ONE, Public Library of Science, vol. 11(12), pages 1-10, December.
  4. Patricia Elgoibar & Elio Shijaku, 2022. "Bringing the Social Back into Sustainability: Why Integrative Negotiation Matters," Sustainability, MDPI, vol. 14(11), pages 1-12, May.
  5. 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).
  6. 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.
  7. Henriëtte Prast & Mariacristina Rossi & Costanza Torricelli & Dario Sansone, 2015. "Do Women Prefer Pink? The Effect of a Gender Stereotypical Stock Portfolio on Investing Decisions," Politica economica, Società editrice il Mulino, issue 3, pages 377-420.
  8. Martin, Ashley E. & Phillips, Katherine W., 2017. "What “blindness” to gender differences helps women see and do: Implications for confidence, agency, and action in male-dominated environments," Organizational Behavior and Human Decision Processes, Elsevier, vol. 142(C), pages 28-44.
  9. 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.
  10. Corinne Bendersky & Kathleen L. McGinn, 2010. "Perspective---Open to Negotiation: Phenomenological Assumptions and Knowledge Dissemination," Organization Science, INFORMS, vol. 21(3), pages 781-797, June.
  11. Kray, Laura J. & Kennedy, Jessica A. & Van Zant, Alex B., 2014. "Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 61-72.
  12. 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.
  13. Shirako, Aiwa & Kilduff, Gavin J. & Kray, Laura J., 2015. "Is there a place for sympathy in negotiation? Finding strength in weakness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 131(C), pages 95-109.
  14. 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.
  15. Michael J. Cotter & James A. Henley, 2017. "Gender Contrasts in Negotiation Impasse Rates," Management, University of Primorska, Faculty of Management Koper, vol. 12(1), pages 3-25.
  16. 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.
  17. Dilshani Sarathchandra & Kristin Haltinner & Nicole Lichtenberg & Hailee Tracy, 2018. "“It’s Broader than Just My Work Here”: Gender Variations in Accounts of Success among Engineers in U.S. Academia," Social Sciences, MDPI, vol. 7(3), pages 1-17, February.
  18. Hamrick, Jennifer & Schafer, Jennifer & DeZoort, Todd, 2023. "The effect of client gender and negotiation style on auditors' proposed audit adjustments," Advances in accounting, Elsevier, vol. 62(C).
  19. 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.
  20. Bowles, Hannah Riley, 2012. "Psychological Perspectives on Gender in Negotiation," Scholarly Articles 9830358, Harvard Kennedy School of Government.
  21. 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.
  22. Bowles, Hannah Riley, 2012. "Psychological Perspectives on Gender in Negotiation," Working Paper Series rwp12-046, Harvard University, John F. Kennedy School of Government.
  23. Rachel Croson & Uri Gneezy, 2009. "Gender Differences in Preferences," Journal of Economic Literature, American Economic Association, vol. 47(2), pages 448-474, June.
  24. Xiaohua Zeng & Srabana Dasgupta & Charles Weinberg, 2012. "How Good Are You at Getting a Lower Price? A Field Study of the US Automobile Market," Journal of Consumer Policy, Springer, vol. 35(2), pages 255-274, June.
  25. 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.
  26. Arthur-Holmes, Francis & Abrefa Busia, Kwaku & Katz-Lavigne, Sarah, 2023. "‘We don't joke with our money’: Gender-based occupational segregation and women's remuneration negotiations in artisanal and small-scale mining," Resources Policy, Elsevier, vol. 80(C).
  27. Mago, Shakun D. & Pate, Jennifer & Razzolini, Laura, 2024. "Experimental evidence on the role of outside obligations in wage negotiations," Journal of Economic Behavior & Organization, Elsevier, vol. 219(C), pages 528-548.
  28. Vishal K. Gupta & Daniel B. Turban & Ashish Pareek, 2013. "Differences between Men and Women in Opportunity Evaluation as a Function of Gender Stereotypes and Stereotype Activation," Entrepreneurship Theory and Practice, , vol. 37(4), pages 771-788, July.
  29. 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.
  30. Fröberg, Emelie & Säve-Söderbergh, Jenny & Wahlund, Richard & Wiley Wakeman, S., 2023. "The promise (and peril) in approaching gender parity: Preregistered survey experiments addressing gender inequality in negotiations," Labour Economics, Elsevier, vol. 83(C).
  31. 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.
  32. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2005. "It Depends Who Is Asking and Who You Ask: Social Incentives for Sex Differences in the Propensity to Initiate Negotiation," Working Paper Series rwp05-045, Harvard University, John F. Kennedy School of Government.
  33. Ruffle, Bradley J. & Sherman, Arie & Shtudiner, Zeev, 2022. "Gender and beauty price discrimination in produce markets," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 97(C).
  34. 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.
  35. 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.
  36. Felix Danbold & Corinne Bendersky, 2020. "Balancing Professional Prototypes Increases the Valuation of Women in Male-Dominated Professions," Organization Science, INFORMS, vol. 31(1), pages 119-140, January.
  37. 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.
  38. 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.
  39. 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.
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