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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. 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.
  2. 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.
  3. 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.
  4. 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.
  5. 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.
  6. Ruppert, Andrea & Voigt, Martina, 2014. "Verhandlungsstrategien und Verhandlungstaktiken in Gehaltsverhandlungen," Working Paper Series 06, Frankfurt University of Applied Sciences, Faculty of Business and Law.
  7. 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.
  8. Delis, Manthos & Iosifidi, Maria & Pnevmatikos, Lampros & Tsiritakis, Emmanuel, 2023. "Credit negotiations," MPRA Paper 123003, University Library of Munich, Germany, revised 12 Dec 2024.
  9. 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.
  10. Elise Coudin & Sophie Maillard & Maxime Tô, 2018. "Family, Firms and the Gender Wage Gap in France," Working Papers 2018-09, Center for Research in Economics and Statistics.
  11. Bowles, Hannah Riley, 2012. "Claiming Authority: How Women Explain their Ascent to Top Business Leadership Positions," Scholarly Articles 9830355, Harvard Kennedy School of Government.
  12. 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).
  13. 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.
  14. 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.
  15. John, Katrin & Thomsen, Stephan L., 2017. "Gender Differences in the Development of Other-Regarding Preferences," IZA Discussion Papers 11044, Institute of Labor Economics (IZA).
  16. 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.
  17. 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.
  18. Patricia Elgoibar & Elio Shijaku, 2022. "Bringing the Social Back into Sustainability: Why Integrative Negotiation Matters," Sustainability, MDPI, vol. 14(11), pages 1-12, May.
  19. Valeria Maggian & Antonio Nicolò, 2016. "The wrong man for the job: biased beliefs and job mismatching," Post-Print halshs-01324733, HAL.
  20. 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.
  21. 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).
  22. 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.
  23. 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.
  24. 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.
  25. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
  26. Bowles, Hannah Riley, 2012. "Psychological Perspectives on Gender in Negotiation," Scholarly Articles 9830358, Harvard Kennedy School of Government.
  27. 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).
  28. 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.
  29. Chen, Yutong, 2024. "Does the gig economy discriminate against women? Evidence from physicians in China," Journal of Development Economics, Elsevier, vol. 169(C).
  30. 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.
  31. 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.
  32. Bowles, Hannah Riley, 2012. "Psychological Perspectives on Gender in Negotiation," Working Paper Series rwp12-046, Harvard University, John F. Kennedy School of Government.
  33. 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.
  34. 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.
  35. 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.
  36. 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.
  37. 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.
  38. Klaus Grünberger & Christine Zulehner, 2009. "Geschlechtsspezifische Lohnunterschiede in Österreich," WIFO Monatsberichte (monthly reports), WIFO, vol. 82(2), pages 139-150, February.
  39. 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.
  40. Rachel Croson & Uri Gneezy, 2009. "Gender Differences in Preferences," Journal of Economic Literature, American Economic Association, vol. 47(2), pages 448-474, June.
  41. 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.
  42. 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.
  43. 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.
  44. 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.
  45. 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.
  46. 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.
  47. 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.
  48. 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).
  49. Wifo, 2017. "WIFO-Monatsberichte, Heft 9/2017," WIFO Monatsberichte (monthly reports), WIFO, vol. 90(9), September.
  50. 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.
  51. 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.
  52. 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.
  53. 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.
  54. René Böheim & Klemens Himpele & Helmut Mahringer & Christine Zulehner, 2011. "The Gender Pay Gap in Austria: Tamensi Movetur!," WIFO Working Papers 394, WIFO.
  55. 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.
  56. 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.
  57. 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.
  58. 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.
  59. 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.
  60. 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.
  61. 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.
  62. 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.
  63. 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.
  64. 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.
  65. Cruz, Gabriel & Rau, Tomás, 2022. "The effects of equal pay laws on firm pay premiums: Evidence from Chile," Labour Economics, Elsevier, vol. 75(C).
  66. 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.
  67. 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.
  68. 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.
  69. 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.
  70. 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.
  71. 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.
  72. 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.
  73. 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.
  74. 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.
  75. 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).
  76. 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.
  77. 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.
  78. Christine Mayrhuber, 2017. "Erwerbsunterbrechungen, Teilzeitarbeit und ihre Bedeutung für das Frauen-Lebenseinkommen," WIFO Studies, WIFO, number 61000, January.
  79. 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.
  80. 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.
  81. 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.
  82. 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.
  83. 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.
  84. 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.
  85. 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.
  86. 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.
  87. 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.
  88. 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.
  89. 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.
  90. María Eugenia Echeberría, 2024. "Female selection into employment along the earnings distribution," Documentos de Trabajo (working papers) 24-08, Instituto de Economía - IECON.
  91. 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.
  92. 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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