Ask and you shall receive? Gender differences in negotiators' beliefs about requests for a higher salary

Human Relations

Volumn 56, Issue 6, 2003, Pages 635-662

  Barron, Lisa A ^a  

^a UNIVERSITY OF CALIFORNIA   (United States)

Author keywords

Entitlement; Gender; Negotiation; Salary

Indexed keywords

EID: 0038379394     PISSN: 00187267     EISSN: None     Source Type: Journal    
DOI: 10.1177/00187267030566001     Document Type: Review

References (62)

1. Baron, R. & Kenny, D. The moderator-mediator variable distinction statistical considerations. Journal of Personality and Social Psychology, 1986, 21, 1173-82.
2. Benton, A.A., Kelley, H.H. & Liebling, B. Effects of extremity of offers and concession rate on the outcomes of bargaining. Journal of Personality and Social Psychology, 1972, 24, 73-83.
3. Blau, F. & Kahn, L. Swimming upstream: Trends in the gender wage differential in the 1980s. Journal of Labor Economics, 1997, 15, 1-42.
4. Bourdieu, P. Outline of a theory of practice. Cambridge: Cambridge University Press, 1977.
5. Bylsma, W. & Major, B. Two routes to eliminating gender differences in personal entitlement: Social comparisons and performance evaluations. Psychology of Women Quarterly, 1992, 16, 193-200.
6. Bylsma, W. & Major, B. Social comparison and contentment: Exploring the psychological costs of the gender wage gap. Psychology of Women Quarterly, 1994, 18, 241-9.
7. Carli, L., Lafleur, S. & Loeber, C. Nonverbal behavior, gender and influence. Interpersonal Relations and Group Processes, 1995, 68, 1030-41.
8. Chertkoff, J. & Conley, M. Opening offer and frequency of concession as bargaining strategies. Journal of Personality and Social Psychology, 1967, 7, 181-5.
9. Cross, S. & Madson, L. Models of the self: Self-construals and gender. Psychological Bulletin, 1997, 122, 5-37.
10. Cross, S., Morris, M. & Gore, J. Thinking about oneself and others: The relational-interdependent self-construal and social cognition. Journal of Personality and Social Psychology, 2002, 3, 399-418.
11. Eckert, P. Cooperative competition in adolescent 'Girl Talk.' In D. Tannen (Ed.), Gender and conversational interaction. New York: Oxford University Press, 1993, pp. 32-61.
12. Frieze, I., Olson, J. & Good, D. Perceived and actual discrimination in the salaries of male and female managers. Journal of Applied Social Psychology, 1990, 20, 46-67.
13. Galinsky, A. & Mussweiler, T. First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology, 2001, 81, 657-69.
14. Gelfand, M., Major, V., Raver, J., Nishii, L. & O'Brien, K. Towards a psychology of gender and negotiation: A dynamic information processing perspective. 2002, under review.
15. Gerhart, B. Gender differences in current starting salaries: The role of performance, college major and job title. Industrial and Labor Relations Review, 1990, 43, 418-33.
16. Gerhart, B. & Rynes, S. Determinants and consequences of salary negotiations by male and female MBA graduates. Journal of Applied Psychology, 1991, 78, 256-62.
17. Gersick, C.J.G. Marking time: Predictable transitions in task groups. Academy of Management Journal, 1989, 32, 274-309.
18. Gersick, C.J.G., Bartunek, J. & Dutton, J. Learning from academia: The importance of relationships in professional life. Academy of Management Journal, 2000, 43, 1026-44.
19. Gist, M., Hoper, H. & Daniels, D. Behavioral simulation: Application and potential in management research. Organizational Research Methods, 1998, 1, 251-95.
20. Goethals, G., Messick, D. & Allison, S. The uniqueness bias: Studies of constructive socia comparison. In J. Suis & T.A. Wills (Eds), Social comparison: Contemporary theory and research. Hillsdale, NJ: Erlbaum, 1991, pp. 149-76.
21. Greenhalgh, L. & Chapman, D. Joint decision-making: The inseparability of relationship and negotiation. In R. Kramer & D. Messick (Eds), Negotiation as a social process. Newbury Park, CA: Sage, 1995, pp. 165-85.
22. Greenhalgh, L. & Gilkey, R. Our game, your rules: Developing effective negotiating approaches. In L. Moore (Ed.), Not as far as you think: The realities of working women. Lexington, MA: Lexington Books, 1986, pp. 414-23.
23. Halpern, J. & McLean-Parks, J. Vive la difference: Differences between males and females in process and outcomes in a low-conflict negotiation. International Journal of Conflict Management, 1996, 7, 45-70.
24. Heilman, M., Lucas, J. & Kaplow, S. Self-derogating consequences of sex-based preferential selection: The moderating role of initial self-confidence. Organizational Behavior and Human Decision Processes, 1990, 46, 202-16.
25. Jackson, L., Gardner, P. & Sullivan, L. Explaining gender differences in self-pay expectations: Social comparison standards and perceptions of fair pay. Journal of Applied Psychology, 1992, 77, 651-63.
26. Janoff-Bulman, R. & Wade, M. The dilemma of self-advocacy for women: Another case of blaming the victim? Journal of Social and Clinical Psychology, 1996, 15, 143-52.
27. Jost, J. An experimental replication of the depressed-entitlement effect among women. Psychology of Women Quarterly, 1997, 21, 387-93.
28. Kolb, D. Her place at the table: Gender and negotiation. In L. Hall (Ed.), Negotiation: Strategies for mutual gain: The basic seminar of the Harvard Program on Negotiation. Newbury Park, CA: Sage, 1993, pp. 138-50.
29. Kolb, D. & Williams, J. The shadow negotiation: How women can master the hidden agendas that determine bargaining success. New York: Simon & Schuster, 2000.
30. Kray, L., Thompson, L. & Galinsky, A. Battle of the sexes: Gender stereotypes and reactance in negotiations. Journal of Personality and Social Psychology, 2001, 80, 942-58.
31. Lee, T. Using qualitative methods in organizational research. Newbury Park, CA: Sage, 1999.
32. Liebert, R., Smith, W., Hill, J. & Keiffer, M. The effects of information and magnitude of initial offer on interpersonal negotiation. Journal of Experimental Social Psychology, 1968, 4, 431-44.
33. Major, B. Gender, justice, and the psychology of entitlement. In P. Shaver & C. Hendricks (Eds), 'Review of personality and social psychology: Sex and gender. Beverly Hills, CA: Sage, 1987, pp. 124-48.
34. Major, B. From social inequality to personal entitlement: The role of social comparisons, legitimacy appraisals, and group membership. Advances in Experimental Social Psychology, 1994, 26, 293-355.
35. Major, B. & Adams, J.B. Role of gender, interpersonal orientation, and self-presentation in distributive-justice behavior. Journal of Personality and Social Psychology, 1983, 45, 598-608.
36. Major, B. & Forcey, B. Social comparisons and pay evaluations: Preferences for same-sex and same-job wage comparisons. Journal of Experimental Social Psychology, 1985, 21, 393-405.
37. Major, B. & Konar, E, An investigation of sex differences in pay expectations and their possible causes. Academy of Management Journal, 1984, 27, 777-92.
38. Major, B., McFarlin, D, & Gagnon, D. Overworked and underpaid: On the nature of gender differences in personal entitlement. Journal of Personality and Social Psychology, 1984a, 47, 1399-412.
39. Major, B. & Testa, M. Social comparison processes and judgments of entitlement and satisfaction. Journal of Experimental Social Psychology, 1989, 25, 101-20.
40. Major, B., Vanderslice, V. & McFarlin, D. Effects of pay expected on pay received: The confirmatory nature of expectations. Journal of Applied Social Psychology, 1984b, 14, 399-412.
41. Markus, H. & Kitayama, S. Culture and the self: Implications for cognition, emotion and motivation. Psychological Review, 1991, 98, 224-53.
42. Markus, H. & Oyserman, D. Gender and thought: The role of the self-concept. In A. Beall & R. Sternberg (Eds), The psychology of gender. New York: Guildford Press, 1993.
43. Martell, R., Lane, D. & Emrich, C. Male-female differences: A computer simulation. American Psychologist, 1996, 51, 157-8.
44. Martin, B. Gender differences in salary expectations when current salary information is provided. Psychology of Women Quarterly, 1989, 13, 87-96.
45. McFarlin, D., Frone, M., Major, B. & Konar, E. Predicting career-entry pay expectations: The role of gender-based comparisons. Journal of Business and Psychology, 1989, 3, 331-40.
46. Miles, M.B. & Huberman, M.A. Qualitative data analysis: An expanded sourcebook, 2nd edn. Thousand Oaks, CA: Sage, 1994.
47. Miller, J. Toward a new psychology of women. Boston, MA: Boston Press, 1986.
48. Moore, D. Entitlement and justice evaluations: Who should get more and why. Social Psychology Quarterly, 1991, 54, 208-23.
49. Nieva, V. & Gutek, B. Women and work: A psychological perspective. New York: Praeger, 1981.
50. Ritov, I. Anchoring in simulated competitive market negotiation. Organizational Behavior and Human Decision Processes, 1996, 67, 16-25.
51. Rosenbaum, J. Career mobility in a corporate hierarchy. Orlando, FL: Academic Press, 1984.
52. Rosenberg, M. Society and the adolescent self-image. Middletown, CT: Wesleyan University Press, 1989.
53. Rubin, J. & Brown, B. The social psychology of bargaining and negotiation. Orlando, FL: Academic Press, 1975.
54. Solnick, S. & Schweitzer, M. The influence of physical attractiveness and gender on ultimatum game decisions. Organizational Behavior and Human Decision Processes, 1999, 79, 199-215.
55. Stevens, K., Bavetta, A. & Gist, M. Gender differences in the acquisition of salary negotiation skills: The role of goals, self-efficacy, and perceived control. Journal of Applied Psychology, 1993, 78, 723-35.
56. Stroh, L., Brett, J. & Reilly, A. All the right stuff: A comparison of female and male managers' career progression. Journal of Applied Psychology, 1992, 77, 251-60.
57. Stuhlmacher, A. & Walters, A. Gender differences in negotiation outcomes: A meta-analysis. Personnel Psychology, 1999, 52, 653-77.
58. Sutton, B. Maintaining norms about expressed emotions: The case of bill collectors. Administrative Science Quarterly, 1991, 36, 245-68.
59. Thomas, D. & Gabarro, J. Breaking through: The making of minority executives in corporate America. Boston: Harvard University School Press, 1999.
60. Valian, V. 'Why so slow? The advancement of women. Cambridge, MA: MIT Press, 1999.
61. Wade, M. Women and salary negotiation: The costs of self-advocacy. Psychology of Women Quarterly, 2001, 25, 65-76.
62. Watson, C. & Huffman, L. Managers as negotiators: A test of power versus gender as predictors of feelings, behavior, and outcomes. Leadership Quarterly, 1996, 7, 63-85.