Who Goes to the Bargaining Table? The Influence of Gender and Framing on the Initiation of Negotiation

Journal of Personality and Social Psychology

Volumn 93, Issue 4, 2007, Pages 600-613

  Small, Deborah A ^a   Gelfand, Michele ^b   Babcock, Linda ^c   Gettman, Hilary ^b  

^a UNIVERSITY OF PENNSYLVANIA   (United States)

^b UNIVERSITY OF MARYLAND   (United States)

^c CARNEGIE MELLON UNIVERSITY   (United States)

Author keywords

framing; gender; negotiation

Indexed keywords

ADOLESCENT; ADULT; ARTICLE; BEHAVIOR; CULTURAL ANTHROPOLOGY; FEMALE; GAME; GENDER IDENTITY; HUMAN; INTERPERSONAL COMMUNICATION; MALE; MIDDLE AGED; MOTIVATION; PERCEPTION; SOCIAL DESIRABILITY; TRADE UNION;

ADOLESCENT; ADULT; COLLECTIVE BARGAINING; CULTURE; FEMALE; GAMES, EXPERIMENTAL; GENDER IDENTITY; HUMANS; MALE; MIDDLE AGED; MOTIVATION; NEGOTIATING; POWER (PSYCHOLOGY); SOCIAL DESIRABILITY; SOCIAL PERCEPTION;

EID: 35448971847     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/0022-3514.93.4.600     Document Type: Article

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