Authors demonstrate the potential for backlash against assertive female negotiators in a hiring experiment. Participants were 119 North American undergraduate students who assessed the impression created by a job candidate based on a resume and interview notes. Interview notes indicated whether...

A person's gender is not a reliable predictor of their negotiation behavior or outcomes, because the degree and character of gender dynamics in negotiation vary across situations. Systematic effects of gender on negotiation are best predicted by situational characteristics that cue gendered...