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Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators

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Cited by:

  1. Demirović, Melisa & Rogers, Jonathan & Robbins, Blaine G, 2022. "Gender and Gender Role Attitudes in Wage Negotiations: Evidence from an Online Experiment," SocArXiv 7esb9, Center for Open Science.
  2. Dreber, Anna & Heikensten, Emma & Säve-Söderbergh, Jenny, 2022. "Why do women ask for less?," Labour Economics, Elsevier, vol. 78(C).
  3. Charissa Samaniego & Peggy Lindner & Maryam A. Kazmi & Bobbie A. Dirr & Dejun Tony Kong & Evonzia Jeff-Eke & Christiane Spitzmueller, 2023. "Higher research productivity = more pay? Gender pay-for-productivity inequity across disciplines," Scientometrics, Springer;Akadémiai Kiadó, vol. 128(2), pages 1395-1407, February.
  4. Buser, Thomas & Ranehill, Eva & van Veldhuizen, Roel, 2021. "Gender differences in willingness to compete: The role of public observability," Journal of Economic Psychology, Elsevier, vol. 83(C).
  5. Lyubykh, Zhanna & Alonso, Natalya M. & Turner, Nick, 2024. "Beyond allies and recipients: Exploring observers’ allyship emulation in response to leader allyship," Organizational Behavior and Human Decision Processes, Elsevier, vol. 181(C).
  6. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
  7. Caroline Doyle & Sophie Yates & Jen Hargrave, 2022. "Reflecting on the Value of Community Researchers in Criminal Justice Research Projects," Social Sciences, MDPI, vol. 11(4), pages 1-14, April.
  8. 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.
  9. Maryam Safari & Jacqueline Birt & Yi Xiang, 2022. "The sociology of compensation inequality in upper‐echelon positions: evidence from Australia," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 62(2), pages 2615-2649, June.
  10. 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.
  11. Gallus, Jana & Bhatia, Sudeep, 2020. "Gender, power and emotions in the collaborative production of knowledge: A large-scale analysis of Wikipedia editor conversations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 160(C), pages 115-130.
  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. Hart, Einav & Schweitzer, Maurice E., 2022. "When we should care more about relationships than favorable deal terms in negotiation: The economic relevance of relational outcomes (ERRO)," Organizational Behavior and Human Decision Processes, Elsevier, vol. 168(C).
  14. Katharina Brütt & Huaiping Yuan, 2022. "Pitfalls of pay transparency: Evidence from the lab and the field," Tinbergen Institute Discussion Papers 22-055/I, Tinbergen Institute.
  15. Hart, Einav & Bear, Julia B. & Ren, Zhiying (Bella), 2024. "But what if I lose the offer? Negotiators’ inflated perception of their likelihood of jeopardizing a deal," Organizational Behavior and Human Decision Processes, Elsevier, vol. 181(C).
  16. 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).
  17. 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).
  18. McCarter, Matthew W. & Wade-Benzoni, Kimberly A. & Kamal, Darcy K. Fudge & Bang, H. Min & Hyde, Steven J. & Maredia, Reshma, 2020. "Models of intragroup conflict in management: A literature review," Journal of Economic Behavior & Organization, Elsevier, vol. 178(C), pages 925-946.
  19. Lauren Dundes & Madeline Streiff Buitelaar & Zachary Streiff, 2019. "Bad Witches: Gender and the Downfall of Elizabeth Holmes of Theranos and Disney’s Maleficent," Social Sciences, MDPI, vol. 8(6), pages 1-17, June.
  20. Bogodistov, Yevgen & Presse, André & Krupskyi, Oleksandr P. & Sardak, Sergii, 2017. "Gênero e capacidades dinâmicas em microempresas," RAE - Revista de Administração de Empresas, FGV-EAESP Escola de Administração de Empresas de São Paulo (Brazil), vol. 57(3), May.
  21. Brad Greenwood & Idris Adjerid & Corey M. Angst & Nathan L. Meikle, 2022. "How Unbecoming of You: Online Experiments Uncovering Gender Biases in Perceptions of Ridesharing Performance," Journal of Business Ethics, Springer, vol. 175(3), pages 499-518, January.
  22. Säve-Söderbergh, Jenny, 2019. "Gender gaps in salary negotiations: Salary requests and starting salaries in the field," Journal of Economic Behavior & Organization, Elsevier, vol. 161(C), pages 35-51.
  23. Sarah, E. Saint-Michel, 2018. "Leader gender stereotypes and transformational leadership: Does leader sex make the difference?," Post-Print hal-01907935, HAL.
  24. 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.
  25. Smita Das & Clara Delavallade & Ayodele Fashogbon & Wale Olatunji Ogunleye & Sreelakshmi Papineni, 2023. "Occupational sex segregation in agriculture: Evidence on gender norms and socio‐emotional skills in Nigeria," Agricultural Economics, International Association of Agricultural Economists, vol. 54(2), pages 179-219, March.
  26. 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.
  27. 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.
  28. Das,Smita & Delavallade,Clara Anne & Fashogbon,Ayodele Emmanuel & Ogunleye,Wale Olatunji & Papineni,Sreelakshmi, 2021. "Occupational Sex Segregation in Agriculture : Evidence on Gender Norms and Socio-Emotional Skills in Nigeria," Policy Research Working Paper Series 9695, The World Bank.
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