Women at the Bargaining Table: Pitfalls and Prospects

By C. Tinsley, Sandra I. Cheldelin, A. Schneider, Emily T. Amanatullah. 2009

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Analyzing Stereotypes in Generative Text Inference Tasks (2021, background): “Overall, stereotypes can harmful even when positive; the nurturing stereotype of women is used to justify exclusion from professional settings (Tinsley et al., 2009), and, for women who do not conform to the stereotype, can lead to increased sexual harassment (Leskinen et al., 2015).”
The Handbook of Communication Skills (2018, background): “Tinsley et al. (2009) provide a detailed set of “bilingual” behavioural prescriptions for “women at the bargaining table” that suggest accepting and using the core feminine stereotype to meet expectations while simultaneously working to reduce its activation and challenge the legitimacy of…”
Knowing When to Ask: The Cost of Leaning In (2020, background): “They may give rise to future costs in the form of backlash (Bowles, Babcock, and Lai 2007; Tinsley et al. 2009; Amanatullah and Morris 2010; Amanatullah and Tinsley 2013), damage to one’s reputation, or decreased chances of future negotiations being successful.5 Further negotiation costs may be…”