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
    97 Citations

    Figures and Tables from this paper

    Be an Advocate for Others, Unless You Are a Man: Backlash Against Gender-Atypical Male Job Candidates
    • 11
    • Highly Influenced
    • PDF
    Sex as a source of power? Backlash against self-sexualizing women
    • 15
    Interpersonal assertiveness: Inside the balancing act
    • 8
    • PDF
    Examining the Intersection of Gender and Age on Backlash Effects in Negotiations
    Examining the Intersection of Gender and Age on Backlash Effects in Negotiations
    Understanding the MBA Gender Gap: Women Respond to Gender Norms by Reducing Public Assertiveness but Not Private Effort
    • 5
    • PDF
    The Rise of Self Sidelining

    References

    SHOWING 1-10 OF 66 REFERENCES
    Negotiating gender roles: gender differences in assertive negotiating are mediated by women's fear of backlash and attenuated when negotiating on behalf of others.
    • 254
    • PDF
    Women and Salary Negotiation: The Costs of Self-Advocacy
    • 112
    Feminized management and backlash toward agentic women: the hidden costs to women of a kinder, gentler image of middle managers.
    • L. Rudman, P. Glick
    • Psychology, Medicine
    • Journal of personality and social psychology
    • 1999
    • 689
    • Highly Influential
    Why are women penalized for success at male tasks?: the implied communality deficit.
    • 619
    Prescriptive Gender Stereotypes and Backlash Toward Agentic Women
    • 1,266
    • PDF
    Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask
    • 548
    • Highly Influential
    • PDF
    Self-promotion as a risk factor for women: the costs and benefits of counterstereotypical impression management.
    • L. Rudman
    • Psychology, Medicine
    • Journal of personality and social psychology
    • 1998
    • 1,077
    • PDF
    Description and prescription: How gender stereotypes prevent women's ascent up the organizational ladder.
    • 1,679
    • Highly Influential