Psychological perspectives on gender in negotiation

The SAGE Handbook of Gender and Psychology

Volumn , Issue , 2013, Pages 465-483

  Bowles, Hannah Riley ^a,b,c  

^a TUFTS UNIVERSITY   (United States)

^b HARVARD UNIVERSITY   (United States)

^c SIMMONS COLLEGE   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84949871027     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.4135/9781446269930.n28     Document Type: Chapter

References (91)

1. Amanatullah, E. T., & Morris, M. W. (2010). Negotiating gender roles: Gender differences in assertive negotiating are mediated by women's fear of backlash and attenuated when negotiating on behalf of others. Journal of Personality and Social Psychology, 98, 256-267.
2. Ayres, I., & Siegelman, P. (1995). Race and gender discrimination in bargaining for a new car. American Economic Review, 85, 304-321.
3. Babcock, L., Gelfand, M., Small, D., & Stayn, H. (2006). Gender differences in the propensity to initiate negotiations. In D.De Cremer, M.Zeelenberg & J.Murnighan (Eds.), Social psychology and economics (pp. 239-259). Mahwah, NJ, USA: Lawrence Erlbaum Associates Publishers.
4. Barron, L. A. (2003). Ask and you shall receive? Gender differences in negotiators' beliefs about requests for a higher salary. Human Relations, 56, 635-662.
5. Bear, J. B. (2011). Passing the buck: Incongruence between gender role and topic leads to avoidance of negotiation. Negotiation and Conflict Management Research, 4, 47-72.
6. Bear, J. B., & Babcock, L. (2012). Negotiation topic as a moderator of gender differences in negotiation. Psychological Science, 23, 743-744.
7. Belliveau, M. A. (2005). Blind ambition? The effects of social networks and institutional sex composition on the job search outcomes of elite coeducational and women's college graduates. Organization Science, 16, 134-141.
8. Bowles, H. R., & Babcock, L. (2009). Are outside offers an answer to the compensation negotiation dilemma for women? Paper presented at the Annual Meeting of the Academy of Management (Best Paper Proceedings), Chicago, IL.
9. Bowles, H. R., & Babcock, L. (2013). How can women escape the compensation negotiation dilemma? Relational accounts are one answer. Psychology of Women Quarterly, 37(1), 80-96.
10. Bowles, H. R., Babcock, L., & Lai, L. (2007). Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask. Organizational Behavior and Human Decision Processes, 103, 84-103.
11. Bowles, H. R., Babcock, L., & McGinn, K. L. (2005). Constraints and triggers: Situational mechanics of gender in negotiation. Journal of Personality and Social Psychology, 89, 951-965.
12. Bowles, H. R., & Flynn, F. (2010). Gender and persistence in negotiation: A dyadic perspective. Academy of Management Journal, 53, 769-787.
13. Bowles, H. R., & McGinn, K. L. (2008a). Gender in job negotiations: A two-level game. Negotiation Journal, 24, 393-410.
14. Bowles, H. R., & McGinn, K. L. (2008b). Untapped potential in the study of negotiation and gender inequality in organizations. In J. P.Walsh & A.Brief (Eds.), Academy of Management Annals (Vol. 2, pp. 99-132). Philadelphia, PA: Routledge Taylor & Francis Group.
15. Brehm, J. W. (1966). A theory of psychological reactance. New York: Academic Press.
16. Budig, M. J., & England, P. (2001). The wage penalty for motherhood. American Sociological Review, 66, 204-225.
17. Burgess, D., & Borgida, E. (1999). Who women are, who women should be: Descriptive and prescriptive gender stereotyping in sex discrimination. Psychology, Public Policy, and Law, 5, 665-692.
18. Chaiken, S., & Eagly, A. H. (1983). Communication modality as a determinant of persuasion: The role of communicator salience. Journal of Personality and Social Psychology, 45, 241-256.
19. Conway, M., Pizzamiglio, M. T., & Mount, L. (1996). Status, communality, and agency: Implications for stereotypes of gender and other groups. Journal of Personality and Social Psychology, 71, 25-38.
20. Correll, S. J., Benard, S., & Paik, I. (2007). Getting a job: Is there a motherhood penalty? American Journal of Sociology, 112, 1297-1338.
21. Crosby, F. (1984). The denial of personal discrimination. American Behavioral Scientist, 27, 371-386.
22. Crothers, L. M., Hughes, T. L., Schmitt, A. J., Theodore, L. A., Lipinski, J., Bloomquist, A. J., & Altman, C. L. (2010). Has equity been achieved? Salary and promotion negotiation practices of a national sample of school psychology university faculty. Psychologist-Manager Journal, 13, 40-59.
23. Curhan, J. R., & Overbeck, J. R. (2008). Making a positive impression in a negotiation: Gender differences in response to impression motivation. Negotiation and Conflict Management Research, 1, 179-193.
24. Deaux, K., & Major, B. (1987). Putting gender into context: An interactive model of gender-related behavior. Psychological Review, 94, 369-389.
25. Eagly, A. H. (1987). Sex differences in social behavior: A social-role interpretation. Hillsdale, NJ: Erlbaum.
26. Eagly, A. H., Makhijani, M. G., & Klonsky, B. G. (1992). Gender and the evaluation of leaders: A meta-analysis. Psychological Bulletin, 111, 3-22.
27. Eagly, A. H., & Steffen, V. J. (1984). Gender stereotypes stem from the distribution of women and men into social roles. Journal of Personality and Social Psychology, 46, 735-754.
28. Eckel, C., de Oliveira, A. C. M., & Grossman, P. J. (2008). Gender and negotiation in the small: Are women (perceived to be) more cooperative than men? Negotiation Journal, 24, 429-455.
29. Flynn, F. J., & Ames, D. R. (2006). What's good for the goose may not be as good for the gander: The benefits of self-monitoring for men and women in task groups and dyadic conflicts. Journal of Applied Psychology, 91, 272-281.
30. Galinsky, A. D., Seiden, V. L., Kim, P. H., & Medvec, V. H. (2002). The dissatisfaction of having your first offer accepted: The role of counterfactual thinking in negotiations. Personality and Social Psychology Bulletin, 28, 271-283.
31. Gelfand, M. J., Major, V. S., Raver, J. L., Nishii, L. H., & O'Brien, K. (2006). Negotiating relationally: The dynamics of the relational self in negotiations. Academy of Management Review, 31, 427-451.
32. Gerhart, B., & Rynes, S. (1991). Determinants and consequences of salary negotiations by male and female MBA graduates. Journal of Applied Psychology, 76, 256-262.
33. Glick, P., & Fiske, S. T. (2001). An ambivalent alliance: Hostile and benevolent sexism as complementary justifications for gender inequality. American Psychologist, 56, 109-118.
34. Greig, F. (2008). Propensity to negotiate and career advancement: Evidence from an investment bank that women are on a 'slow elevator'. Negotiation Journal, 24, 495-508.
35. Heilman, M. E. (1980). The impact of situational factors on personnel decisions concerning women: Varying the sex composition of the applicant pool. Organizational Behavior and Human Performance, 26, 286-295.
36. Heilman, M. E. (1983). Sex bias in work settings: The lack of fit model. In B. M.Staw & L. I.Cummings (Eds.), Research in organizational behavior (Vol. 5, pp. 269-298). Greenwich, CT: JAI.
37. Ibarra, H. (1993). Personal networks of women and minorities in management: A conceptual framework. Academy of Management Review, 18, 56-87.
38. Jackman, M. R. (1994). The velvet glove: Paternalism and conflict in gender, class, and race relations. Berkeley, CA: University of California Press.
39. Johns, M., Schmader, T., & Martens, A. (2005). Knowing is half the battle. Psychological Science, 16, 175-179.
40. Kaman, V. S., & Hartel, C. E. J. (1994). Gender differences in anticipated pay negotiation strategies and outcomes. Journal of Business and Psychology, 9, 183-197.
41. Karakowsky, L., & Miller, D. L. (2006). Negotiator style and influence in multi-party negotiations: Exploring the role of gender. Leadership & Organization Development Journal, 27, 50-65.
42. Kelley, H. H., & Stahelski, A. J. (1970). Social interaction basis of cooperators' and competitors' beliefs about others. Journal of Personality and Social Psychology, 16, 66-91.
43. Kolb, D. M. (2009). Too bad for the women or does it have to be? Gender and negotiation research over the past twenty-five years. Negotiation Journal, 25, 515-531.
44. Kolb, D. M. (2012). Are we becoming part of the problem? Gender stereotypes in negotiation research. Negotiation and Conflict Management Research, 5(2), 127-135.
45. Kolb, D. M., & Putnam, L. L. (1997). Through the looking glass: Negotiation theory refracted through the lens of gender. In S.Gleason (Ed.), Frontiers in dispute resolution in industrial relations and human resources (pp. 231-257). East Lansing, MI: Michigan State University Press.
46. Kray, L. J. (2007). Leading through negotiation: Harnessing the power of gender stereotypes. California Management Review, 50, 159-173.
47. Kray, L. J., Van Zant, A. B., & Kennedy, J. A. (2012). When opportunity knocks, female negotiators are disproportionately deceived. (Working Paper). University of California, Berkeley.
48. Kray, L. J., Galinsky, A. D., & Thompson, L. (2002). Reversing the gender gap in negotiations: An exploration of stereotype regeneration. Organizational Behavior and Human Decision Processes, 87, 386-410.
49. Kray, L. J., & Gelfand, M. J. (2009). Relief versus regret: The effect of gender and negotiating norm ambiguity on reactions to having one's first offer accepted. Social Cognition, 27, 418-436.
50. Kray, L. J., Locke, C. C., & Van Zant, A. B. (2012). Feminine charm: An experimental analysis of its costs and benefits in negotiation. Personality and Social Psychology Bulletin, 38, 1343-1357.
51. Kray, L. J., Reb, J., Galinsky, A. D., & Thompson, L. (2004). Stereotype reactance at the bargaining table: The effect of stereotype activation and power on claiming and creating value. Personality and Social Psychology Bulletin, 30, 399-411.
52. Kray, L. J., & Shirako, A. (2011). Stereotype threat in organizations: An examination of its scope, triggers, and possible interventions. In M.Inzlicht & T.Schmader (Eds.), Stereotype threat: Theory, process, and application (pp. 173-187). New York: Oxford University Press.
53. Kray, L. J., & Thompson, L. (2004). Gender stereotypes and negotiation performance: An examination of theory and research. Research in Organizational Behavior, 26, 103-182.
54. Kray, L. J., Thompson, L., & Galinsky, A. (2001). Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology, 80, 942-958.
55. Kulik, C. T., & Olekalns, M. (2012). Negotiating the gender divide: Lessons from the negotiation and organizational behavior literatures. Journal of Management, 38, 1387-1415.
56. Lax, D. A., & Sebenius, J. K. (1986). The manager as negotiator: Bargaining for cooperation and competitive gain. New York: Free Press.
57. Livingston, R. W., Rosette, A. S., & Washington, E. F. (2012). Can an agentic black woman get ahead? The impact of race and interpersonal dominance on perceptions of female leaders. Psychological Science, 23, 354-358.
58. Magee, J. C., Galinsky, A. D., & Gruenfeld, D. H. (2007). Power, propensity to negotiate, and moving first in competitive interactions. Personality and Social Psychology Bulletin, 33, 200-212.
59. Major, B., & Forcey, B. (1985). Social comparisons and pay evaluations: Preferences for same-sex and same-job wage comparisons. Journal of Experimental Social Psychology, 21, 393-405.
60. Maoz, I. (2009). The women and peace hypothesis? The effect of opponent negotiators' gender on the evaluation of compromise solutions in the Israeli-Palestinian conflict. International Negotiation, 14, 519-536.
61. Miles, E. W., & Clenney, E. F. (2010). Gender differences in negotiation: A status characteristics theory view. Negotiation and Conflict Management Research, 3, 130-144.
62. Miles, E. W., & Lasalle, M. M. (2008). Asymmetrical contextual ambiguity, negotiation self-efficacy, and negotiation performance. International Journal of Conflict Management, 19, 36-56.
63. Mischel, W. (1977). The interaction of person and situation. In D.Magnusson & N. S.Endler (Eds.), Personality at the crossroads: Current issues in interactional psychology (pp. 333-352). Hillsdale, NJ: Erlbaum.
64. O'Shea, P. G., & Bush, D. F. (2002). Negotiation for starting salary: Antecedents and outcomes among recent college graduates. Journal of Business and Psychology, 16, 365-382.
65. Pruitt, D. G., Carnevale, P. J., Forcey, B., & Van Slyck, M. (1986). Gender effects in negotiation: Constituent surveillance and contentious behavior. Journal of Experimental Social Psychology, 22, 264-275.
66. Ridgeway, C. L. (1982). Status in groups: The importance of motivation. American Sociological Review, 47, 76-88.
67. Ridgeway, C. L. (2011). Framed by gender: How gender inequality persists in the modern world. Oxford: Oxford University Press.
68. Rosenthal, R., & Rubin, D. B. (1978). Interpersonal expectancy effects: The first 345 studies. Behavioral and Brain Sciences, 3, 377-386.
69. Rousseau, D. (2005). I-deals, idiosyncratic deals employees bargain for themselves. Armonk, NY: M. E. Sharpe.
70. Rubin, J. Z., & Brown, B. R. (1975). The social psychology of bargaining and negotiation. New York: Academic Press.
71. Rudman, L. A., & Glick, P. (1999). Feminized management and backlash toward agentic women: The hidden costs to women of a kinder, gentler image of middle managers. Journal of Personality and Social Psychology, 77, 1004-1010.
72. Schneider, A. K., Tinsley, C. H., Cheldelin, S. I., & Amanatullah, E. T. (2010). Likeability v. competence: The impossible choice faced by female politicians, attenuated by lawyers. Duke Journal of Gender Law and Policy, 17, 363-384.
73. Shah, P. P. (1998). Who are employees' social referents? Using a network perspective to determine referent others. Academy of Management Journal, 41, 249-268.
74. Shih, M., Pittinsky, T., & Ambady, N. (1999). Stereotype susceptibility: Identity salience and shifts in quantitative performance. Psychological Science, 10, 80-83.
75. Small, D. A., Gelfand, M., Babcock, L., & Gettman, H. (2007). Who goes to the bargaining table? The influence of gender and framing on the initiation of negotiation. Journal of Personality and Social Psychology, 93, 600-613.
76. Snyder, M. (1974). Self-monitoring of expressive behavior. Journal of Personality and Social Psychology, 30, 526-537.
77. Solnick, S. J. (2001). Gender differences in the Ultimatum Game. Economic Inquiry, 39, 189.
78. Solnick, S. J., & Schweitzer, M. E. (1999). The influence of physical attractiveness and gender on Ultimatum Game decisions. Organizational Behavior and Human Decision Processes, 79, 199-215.
79. Steele, C. M. (1997). A threat in the air: How stereotypes shape intellectual identity and performance. American Psychologist, 52, 613-629.
80. Stevens, C. K., Bavetta, A. G., & Gist, M. E. (1993). Gender differences in the acquisition of salary negotiation skills: The role of goals, self-efficacy, and perceived control. Journal of Applied Psychology, 78, 723-735.
81. Stuhlmacher, A. F., Citera, M., & Willis, T. (2007). Gender differences in virtual negotiation: Theory and research. Sex Roles, 57, 329-339.
82. Stuhlmacher, A. C., & Linnabery, E. (in press). Gender and negotiation: A social role analysis. In M.Olekalns and W.Adair (Eds.), Handbook of Negotiation Research. London: Edward Elgar.
83. Stuhlmacher, A. F., & Walters, A. E. (1999). Gender differences in negotiation outcome: A meta-analysis. Personnel Psychology, 52, 653-677.
84. Sturm, S. (2001). Second generation employment discrimination: A structural approach. Columbia Law Review, 101, 101-108, 117-162.
85. Tellhed, U., & Bjorklund, F. (2011). Stereotype threat in salary negotiations is mediated by reservation salary. Scandinavian Journal of Psychology, 52, 185-195.
86. Tinsley, C. H., Cheldelin, S. I., Schneider, A. K., & Amanatullah, E. T. (2009). Women at the bargaining table: Pitfalls and prospects. Negotiation Journal, 25, 233-248.
87. von Hippel, C., Wiryakusuma, C., Bowden, J., & Shochet, M. (2011). Stereotype threat and female communication styles. Personality and Social Psychology Bulletin, 37, 1312-1324.
88. von Hippel, W., von Hippel, C., Conway, L., Preacher, K. J., Schooler, J. W., & Radvansky, G. A. (2005). Coping with stereotype threat: Denial as an impression management strategy. Journal of Personality and Social Psychology, 89, 22-35.
89. Wade, M. E. (2001). Women and salary negotiation: The costs of self-advocacy. Psychology of Women Quarterly, 25, 65.
90. Walters, A. E., Stuhlmacher, A. F., & Meyer, L. L. (1998). Gender and negotiator competitiveness: A meta-analysis. Organizational Behavior and Human Decision Processes, 76, 1-29.
91. Wood, W., & Karten, S. J. (1986). Sex differences in interaction style as a product of perceived sex differences in competence. Journal of Personality and Social Psychology, 50, 341-347.