What Helps Women Ask for More?: The Role of Discrete Emotions on the Initiation of Negotiation

16 Pages Posted: 20 May 2010

See all articles by Heajung Jung

Heajung Jung

University of California, Los Angeles (UCLA)

Maia J. Young

University of California, Los Angeles (UCLA) - Anderson School of Management

Christopher W. Bauman

University of California, Irvine; Macquarie University, Macquarie Business School

Abstract

The current work explores the role of distinct negative emotions (anger and fear) on the propensity to negotiate. In particular, we were interested in whether emotions could alleviate the 'women don't ask' phenomenon (Babcock, Laschever, Gelfand, & Small, 2003). In a laboratory experiment, participants completed a performance task followed by an emotion induction task that induced anger, fear, or neutral emotions. Participants then had the opportunity to negotiate their payment for the experimental session. Results showed that fearful men were less likely to initiate negotiation and earned less money than men in a neutral state. Fearful women, in contrast, were more likely to initiate negotiation and earned more money than either women or men in a neutral state. No within gender differences were observed between the anger and neutral conditions.

Suggested Citation

Jung, Heajung and Young, Maia J. and Bauman, Christopher W., What Helps Women Ask for More?: The Role of Discrete Emotions on the Initiation of Negotiation. IACM 23rd Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1612514 or http://dx.doi.org/10.2139/ssrn.1612514

Heajung Jung (Contact Author)

University of California, Los Angeles (UCLA) ( email )

405 Hilgard Avenue
Box 951361
Los Angeles, CA 90095
United States

Maia J. Young

University of California, Los Angeles (UCLA) - Anderson School of Management ( email )

110 Westwood Plaza
Los Angeles, CA 90095-1481
United States

HOME PAGE: http://www.anderson.ucla.edu/x5157.xml

Christopher W. Bauman

University of California, Irvine ( email )

Paul Merage School of Business
University of California, Irvine
Irvine, CA 92697
United States

Macquarie University, Macquarie Business School ( email )

New South Wales 2109
Australia

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