Ask and Ye Shall Receive? How Gender and Status Moderate Negotiation Success
Author:
Affiliation:
1. Department of Management; McCombs School of Business; The University of Texas at Austin; Austin TX U.S.A
2. Department of Management; McDonough School of Business; Georgetown University; Washington DC U.S.A
Publisher
Wiley
Subject
Strategy and Management,Communication
Link
http://onlinelibrary.wiley.com/wol1/doi/10.1111/ncmr.12014/fullpdf
Reference60 articles.
1. Negotiating gender roles: Gender differences in assertive negotiating are mediated by women's fear of backlash and attenuated when negotiating on behalf of others;Amanatullah;Journal of Personality and Social Psychology,2010
2. Punishing female negotiators for asserting too much…or not enough: When advocacy moderates backlash;Amanatullah;Organizational Behavior and Human Decision Processes,2013
3. Race and gender discrimination in bargaining for a new car;Ayres;American Economic Review,1995
4. Women Don't Ask
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