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...

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...

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...

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...

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...