• DOI:10.1016/J.OBHDP.2012.03.006
Corpus ID: 14837583

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

@article{Amanatullah2013PunishingFN,
  title={Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators},
  author={Emily T. Amanatullah and C. Tinsley},
  journal={Organizational Behavior and Human Decision Processes},
  year={2013},
  volume={120},
  pages={110-122}
}

Emily T. Amanatullah, C. Tinsley

Published 2013

Psychology

Organizational Behavior and Human Decision Processes

We complement prior findings that self-advocating female negotiators are reluctant to assert their interests and subsequently suffer financial repercussions, relative to other-advocating females, self-advocating males, and other-advocating males, by showing that self-advocating female negotiators who do assert their interests suffer negative social judgments (i.e., backlash). We use nascent theory on societal norms for the behavior of each gender to explain why advocacy context moderates… CONTINUE READING

View via Publisher

guwli.georgetown.edu

Save to Library

Create Alert

Cite

Launch Research Feed