Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators

By Emily T. Amanatullah, C. Tinsley. 2013

194 citations recorded by the source corpus.

Subfields: Gender Studies, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/20bfd3a7dae9b3d3474a06dae207eb5f98744499

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Gender Studies

1. S. Desai
2. Maryam Kouchaki

In Sociology and Political Science

1. S. Desai
2. Maryam Kouchaki

Citations in the corpus

• Moral Symbols: A Necklace of Garlic against Unethical Requests (2017, methodology): “Additionally, we measured potential backlash against the subordinate, Pat, with six items (α = .94) adapted from Amanatullah and Tinsley (2013).”
• Not Competent Enough to Know the Difference? Gender Stereotypes about Women's Ease of Being Misled Predict Negotiator Deception (2014, unknown): “Our research adds to the growing body of literature suggesting that gender stereotypes are important drivers of negotiation performance (Amanatullah & Tinsley, 2013; Bowles et al., 2007; Kray & Babcock, 2006; Kray, Galinsky, & Thompson, 2002; Kray & Thompson, 2005; Kray et al., 2001).”