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Negotiation Topic as a Moderator of Gender Differences in Negotiation

https://doi.org/10.1177/0956797612442393
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What this work says

Outgoing claims: the papers this work cites, builds on, or argues with.

inferredcites →https://doi.org/10.1006/jvbe.1999.1711openalex-snapshot
Sex Discrimination in Simulated Employment Contexts: A Meta-analytic Investigation
inferredcites →https://doi.org/10.1007/bf01547720openalex-snapshot
Gender role conflict: The interaction of gender, gender role, and occupation
inferredcites →https://doi.org/10.1016/j.jesp.2011.08.004openalex-snapshot
Gender bias in employment contexts: A closer examination of the role incongruity principle
inferredcites →https://doi.org/10.1037/0022-3514.80.6.942openalex-snapshot
Battle of the sexes: Gender stereotype confirmation and reactance in negotiations.
inferredcites →https://doi.org/10.1037/0022-3514.89.4.552openalex-snapshot
Role Rigidity: A Problem of Identity Misclassification?
inferredcites →https://doi.org/10.1037/0022-3514.89.6.951openalex-snapshot
Constraints and triggers: Situational mechanics of gender in negotiation.
inferredcites →https://doi.org/10.1037/0022-3514.93.4.600openalex-snapshot
Who goes to the bargaining table? The influence of gender and framing on the initiation of negotiation.
inferredcites →https://doi.org/10.1037/0033-295x.109.3.573openalex-snapshot
Role congruity theory of prejudice toward female leaders.
inferredcites →https://doi.org/10.1037/h0078640openalex-snapshot
Sex Typing and the Avoidance of Cross-Sex Behavior.
inferredcites →https://doi.org/10.1108/10444060810849173openalex-snapshot
Asymmetrical contextual ambiguity, negotiation self‐efficacy, and negotiation performance
inferredcites →https://doi.org/10.1111/j.1744-6570.1999.tb00175.xopenalex-snapshot
GENDER DIFFERENCES IN NEGOTIATION OUTCOME: A META‐ANALYSIS
inferredcites →https://doi.org/10.1111/j.1750-4716.2010.00072.xopenalex-snapshot
“Passing the Buck”: Incongruence Between Gender Role and Topic Leads to Avoidance of Negotiation
inferredcites →https://doi.org/10.1111/j.2044-8309.1987.tb00760.xopenalex-snapshot
Sex‐role beliefs, work attitudes and mental health in employed and non‐employed mothers

What points at this work

Incoming claims: where this work appears in other papers’ reference lists and arguments.

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Iron Fist in a Velvet Glove: Gender/Professional Identity Integration Promotes Women's Negotiation Performance
inferred← citeshttps://doi.org/10.2139/ssrn.2499303openalex-extracted
Gender Differences in Negotiation: Implications for the Workplace
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Is Transparency Enough? The Effect of Historical Pay Information on Negotiations
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How Well Do Women Sell?
inferred← citeshttps://doi.org/10.2139/ssrn.4443330openalex-extracted
Communication Architecture Affects Gender Differences in Negotiation
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Gender and competitive performance: Closing gaps with smaller competitions
inferred← citeshttps://doi.org/10.1002/ijop.12714openalex-snapshot
“Whatever you do, just don't let him notice you're a woman!” General beliefs on women's gender ideology as a function of topic in mixed‐gender negotiations
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Catty, bitchy, queen bee or sister? A review of competition among women in organizations from a paradoxical‐coopetition perspective
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Alphabetical List of Key Notions
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Gender and Preferences in the Labor Market: Insights from Experiments
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Sind Frauen wirklich die schlechteren Verhandler*innen?
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Während der Verhandlung: wie frau ihre Frau steht
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The Gender Pay Gap and the Wellbeing of Working Women
inferred← citeshttps://doi.org/10.1007/s10551-021-04776-6openalex-snapshot
Feeling Competitiveness or Empathy Towards Negotiation Counterparts Mitigates Sex Differences in Lying
inferred← citeshttps://doi.org/10.1007/s10726-023-09837-xopenalex-snapshot
Gender, Pay Transparency, and Competitiveness: Why Salary Information Sometimes, but Not Always, Mitigates Gender Gaps in Salary Negotiations
inferred← citeshttps://doi.org/10.1007/s10726-024-09879-9openalex-snapshot
A Critical Exploration of Bargaining in Purchasing and Supply Management: A Systematic Literature Review
inferred← citeshttps://doi.org/10.1007/s10726-026-09989-6openalex-snapshot
Anger Expressions in Structured Decision-Making Groups and the Moderating Role of Recipient Gender: Online and In-Person Evidence from U.S. Samples
inferred← citeshttps://doi.org/10.1007/s11199-015-0573-yopenalex-snapshot
Where are the Women in Wikipedia? Understanding the Different Psychological Experiences of Men and Women in Wikipedia
inferred← citeshttps://doi.org/10.1007/s11199-019-1014-0openalex-snapshot
Young Adults’ Conversational Strategies During Negotiation and Self-Disclosure in Same-Gender and Mixed-Gender Friendships
inferred← citeshttps://doi.org/10.1007/s11199-020-01130-4openalex-snapshot
Strategies Aimed at Reducing Gender Differences in Negotiation Are Perceived by Women as Ineffective
inferred← citeshttps://doi.org/10.1016/j.copsyc.2022.101409openalex-snapshot
Insincere negotiations: How negotiators can misrepresent their objectives to exploit counterparts during and after negotiations
inferred← citeshttps://doi.org/10.1016/j.copsyc.2026.102420openalex-snapshot
The role of masculinity in understanding gender gaps in negotiation
inferred← citeshttps://doi.org/10.1016/j.copsyc.2026.102465openalex-snapshot
When and why women ask (or do not): Taking stock of research on gender differences in negotiation propensity, behavior, and outcomes
inferred← citeshttps://doi.org/10.1016/j.jesp.2020.103981openalex-snapshot
Insincere negotiation: Using the negotiation process to pursue non-agreement motives
inferred← citeshttps://doi.org/10.1016/j.obhdp.2014.06.002openalex-snapshot
Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception
inferred← citeshttps://doi.org/10.1016/j.obhdp.2023.104279openalex-snapshot
The interplay of gender and perceived sexual orientation at the bargaining table: A social dominance and intersectionalist perspective
inferred← citeshttps://doi.org/10.1016/j.riob.2015.09.002openalex-snapshot
A pawn in someone else's game?: The cognitive, motivational, and paradigmatic barriers to women's excelling in negotiation
inferred← citeshttps://doi.org/10.1016/j.socec.2022.101948openalex-snapshot
Social interaction and negotiation outcomes: An experimental approach
inferred← citeshttps://doi.org/10.1037/apl0000112openalex-snapshot
Gender and competitive preferences: The role of competition size.
inferred← citeshttps://doi.org/10.1080/15236803.2019.1579594openalex-snapshot
Gender in negotiation: Preparing public administrators for the 21st century workplace
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Gender Differences in the Psychology of Competition
inferred← citeshttps://doi.org/10.1093/oxfordhb/9780192897114.013.22openalex-snapshot
Gender Differences in Negotiations
inferred← citeshttps://doi.org/10.1108/978-1-68123-684-120251008openalex-snapshot
Embracing Context in Leadership Theory
inferred← citeshttps://doi.org/10.1108/er-04-2022-0200openalex-snapshot
Gender and negotiation initiation during Covid-19: studying negotiations over salary, work-role and work-home balance and the pandemic's perceived effects
inferred← citeshttps://doi.org/10.1108/ijebr-04-2019-0232openalex-snapshot
Gender, technology and decision-making: insights from an experimental conjoint analysis
inferred← citeshttps://doi.org/10.1111/irel.12214openalex-snapshot
Do Women Ask?
inferred← citeshttps://doi.org/10.1111/irel.12268openalex-snapshot
The Effects of Teachers’ Unions on the Gender Pay Gap among U.S. Public School Teachers
inferred← citeshttps://doi.org/10.1111/irel.12343openalex-snapshot
How did the COVID ‐19 pandemic affect men's and women's returns to unionization?
inferred← citeshttps://doi.org/10.1111/ncmr.12055openalex-snapshot
Effects of Attachment Anxiety and Avoidance on Negotiation Propensity and Performance
inferred← citeshttps://doi.org/10.1111/ncmr.12065openalex-snapshot
What's a Masculine Negotiator? What's a Feminine Negotiator? It Depends on the Cultural and Situational Contexts
inferred← citeshttps://doi.org/10.1111/ncmr.12115openalex-snapshot
Linda Babcock: Go‐getter and Do‐gooder
inferred← citeshttps://doi.org/10.1111/ncmr.12153openalex-snapshot
Negotiation Contexts: How and Why They Shape Women's and Men's Decision to Negotiate
inferred← citeshttps://doi.org/10.1111/ncmr.12169openalex-snapshot
Why are Women Less Likely to Negotiate? The Influence of Expectancy Considerations and Contextual Framing on Gender Differences in the Initiation of Negotiation
inferred← citeshttps://doi.org/10.1111/spc3.70034openalex-snapshot
Where Do We Go From Here? The Future of Gender and Negotiation Research
inferred← citeshttps://doi.org/10.1146/annurev-orgpsych-012420-055523openalex-snapshot
When Gender Matters in Organizational Negotiations
inferred← citeshttps://doi.org/10.1146/annurev-psych-033020-014116openalex-snapshot
Embracing Complexity: A Review of Negotiation Research
inferred← citeshttps://doi.org/10.1177/00332941241287422openalex-snapshot
Gender and Professional Identities in Businesswomen’s Negotiation
inferred← citeshttps://doi.org/10.1177/0361684316679652openalex-snapshot
Negotiating Femininity
inferred← citeshttps://doi.org/10.1177/0361684318800492openalex-snapshot
Who Can Lean In? The Intersecting Role of Race and Gender in Negotiations
inferred← citeshttps://doi.org/10.1177/17456916241231584openalex-snapshot
“When” Versus “Whether” Gender/Sex Differences: Insights From Psychological Research on Negotiation, Risk-Taking, and Leadership
inferred← citeshttps://doi.org/10.1287/orsc.2022.1629openalex-snapshot
What’s Race Got to Do with It? The Interactive Effect of Race and Gender on Negotiation Offers and Outcomes
inferred← citeshttps://doi.org/10.29121/shodhkosh.v5.i1.2024.888openalex-snapshot
GENDER AND NEGOTIATION STYLES: A STUDY OF KASHMIR HANDICRAFTS
inferred← citeshttps://doi.org/10.2991/assehr.k.210902.032openalex-snapshot
The Influence of Gender Role Stereotype on Negotiation Performance
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When Women Ask, Does Curiosity Help?
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Références bibliographiques
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Références bibliographiques
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La négociation comme un jeu masculin : vérité ultime ou mythe persistant ?
inferred← citeshttps://doi.org/10.4018/978-1-6684-6826-5.ch005openalex-snapshot
Gender Stereotypes and Vulnerability Influences
inferred← citeshttps://doi.org/10.4135/9781446269930.n28openalex-snapshot
Psychological Perspectives on Gender inNegotiation
inferred← citeshttps://doi.org/10.4337/9781781005903.00018openalex-snapshot
Gender and negotiation: a social role analysis
inferred← citeshttps://doi.org/10.4337/9781788976763.00016openalex-snapshot
Same-sex peer norms: implications for gender differences in negotiation
inferred← citeshttps://doi.org/10.4337/9781789904734.00027openalex-snapshot
Making the case for addressing second-generation gender bias in public administration
inferred← citeshttps://doi.org/10.5334/irsp.83openalex-snapshot
“I Do the Dishes; You Mow the Lawn”: Gender Effects in Stereotypically Feminine Negotiation Tasks
inferred← citeshttps://doi.org/10.5334/pb.523openalex-snapshot
He, She, “They” at the Bargaining Table… Woman, Man or Just Negotiators? A Critical Review on Gender Ideologies in Mixed-Gender Negotiations
inferred← citeshttps://doi.org/10.5430/afr.v4n1p30openalex-snapshot
Influence of Ethical Position and Information Asymmetry on Transfer Price Negotiations
inferred← citeshttps://doi.org/10.5937/ekonomika2304019kopenalex-snapshot
Significance of age and gender diversity in auditors and clients decisions: Case study of Serbia
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