Two experiments show that sex differences in the propensity to initiate negotiations may be explained by differential treatment of men and women when they attempt to negotiate. In Experiment 1, participants evaluated candidates who either accepted compensation offers without comment or attempted...

We tested the effectiveness of prepayment for advice and aligned incentives as mechanisms for enhancing trust in unfamiliar advisers in decision-making under uncertainty. Participants were low-income Zimbabweans who played two rounds of the Monty Hall three-door game. In round 1, participants...

Women face a compensation negotiation dilemma in which they have to weigh the economic benefits of asking for higher pay with the social risks of defying prescriptive sex stereotypes (Bowles, Babcock, & Lai, 2007). In four experiments, we show that enhancing the legitimacy of women's...

A fundamental form of human interaction, negotiation is essential to the management of relationships, the coordination of paid and household labor, the distribution of resources, and the creation of economic value. Understanding the effects of gender on negotiation gives us important insights...

Career stories of 50 female executives from major corporations and high-growth entrepreneurial ventures suggest two alternative accounts of how women legitimize their claims to top leadership positions: navigating and pioneering. In navigating accounts, the women legitimized their claims to top...

Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from psychology and organizational...

Study explores implications of high aspirations for potential future cooperation with one’s negotiating counterpart. Participants were 134 undergraduate students acting as buyers or sellers in a price negotiation. Buyers were assigned more or less ambitious aspirations. Buyers with more...

Gender stereotypes suggest that men will persist more in negotiation than women, particularly in mixed-gender pairs. In contrast, a gender-in-context perspective suggests that women will vary their persistence behavior more than men and become more rather than less persistent in mixed-gender...

A fundamental form of human interaction, negotiation is essential to the management of relationships, the coordination of paid and household labor, the distribution of resources, and the creation of economic value. Understanding the effects of gender on negotiation gives us important insights...

Career stories of 50 female executives from major corporations and high-growth entrepreneurial ventures suggest two alternative accounts of how women legitimize their claims to top leadership positions: navigating and pioneering. In navigating accounts, the women legitimized their claims to top...