rElIEF vErSuS rEgrET: ThE EFFECT OF gENdEr aNd NEgOTIaTINg NOrm ambIguITY ON rEaCTIONS TO havINg ONE'S FIrST OFFEr aCCEPTEd
By Laura J. Kray, Michele J. Gelfand. 2009
90 citations recorded by the source corpus.
Subfields: Gender Studies, Sociology and Political Science
View Paper: https://www.semanticscholar.org/paper/acb3274797f4d5e8fd7f648078f5c5d756aaffb6
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In Gender Studies
In Sociology and Political Science
Citations in the corpus
- How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer (2013, background): “Research on gender in negotiation strongly suggests that gender stereotypes are more influential when there is more ambiguity about what is up for negotiation or how one should behave (Bowles et al., 2005; Kray & Gelfand, 2009).”
- Negotiating the Gender Divide (2012, background): “They report feeling intimidated by negotiations and express more relief than men do at having their first offers accepted (Kray & Gelfand, 2009).”
- Not Competent Enough to Know the Difference? Gender Stereotypes about Women's Ease of Being Misled Predict Negotiator Deception (2014, unknown): “Relative to men, women report less knowledge about negotiating and less confidence in their ability to do so (Babcock, Gelfand, Small, & Stayn, 2006; Kray & Gelfand, 2009; Stevens, Bavetta, & Gist, 1993).”