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http://ssrn.com/abstract=1397699
 
 

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Women at the Bargaining Table: Pitfalls and Prospects


Catherine H. Tinsley


Georgetown University - Department of Management

Sandra I. Cheldelin


George Mason University - Institute for Conflict Analysis and Resolution (ICAR)

Andrea Kupfer Schneider


Marquette University - Law School

Emily T. Amanatullah


University of Texas at Austin - McCombs School of Business

May 1, 2009

Negotiation Journal, Vol. 25, p. 233, 2009
Marquette Law School Legal Studies Paper No. 09-19

Abstract:     
Research evidence across a number of disciplines and fields has shown that women can encounter both social and financial backlash when they behave assertively, for example, by asking for resources at the bargaining table. But this backlash appears to be most evident when a gender stereotype that prescribes communal, nurturing behavior by women is activated. In situations in which this female stereotype is suppressed, backlash against assertive female behavior is attenuated. We review several contexts in which stereotypic expectations of females are more dormant or where assertive behavior by females can be seen as normative. We conclude with prescriptions from this research that suggest how women might attenuate backlash at the bargaining table and with ideas about how to teach these issues of gender and backlash to student populations in order to make students, both male and female, more aware of their own inclination to backlash and how to rectify such inequities from both sides of the bargaining table.

Number of Pages in PDF File: 21

Keywords: negotiation, gender, identity, power, culture

JEL Classification: K4, K40, K49

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Date posted: May 2, 2009  

Suggested Citation

Tinsley, Catherine H. and Cheldelin, Sandra I. and Schneider, Andrea Kupfer and Amanatullah, Emily T., Women at the Bargaining Table: Pitfalls and Prospects (May 1, 2009). Negotiation Journal, Vol. 25, p. 233, 2009; Marquette Law School Legal Studies Paper No. 09-19. Available at SSRN: http://ssrn.com/abstract=1397699

Contact Information

Catherine H. Tinsley
Georgetown University - Department of Management ( email )
Rafik B Hariri Building
McDonough School of Business
Washington, DC 20057
United States
202-687-2524 (Phone)
HOME PAGE: http://explore.georgetown.edu/people/tinsleyc/

Sandra I. Cheldelin
George Mason University - Institute for Conflict Analysis and Resolution (ICAR) ( email )
3401 Fairfax Drive MS4D3
Arlington, VA 22201
United States
703.993.3652 (Phone)
Andrea Kupfer Schneider (Contact Author)
Marquette University - Law School ( email )
Eckstein Hall
P.O. Box 1881
Milwaukee, WI 53201
United States
Emily T. Amanatullah
University of Texas at Austin - McCombs School of Business ( email )
Austin, TX 78712
United States
512-471-5277 (Phone)
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