Abstract

https://ssrn.com/abstract=779506
 
 

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It Depends Who is Asking and Who You Ask: Social Incentives for Sex Differences in the Propensity to Initiate Negotiation


Hannah Riley Bowles


Harvard University - Harvard Kennedy School (HKS)

Linda Babcock


Carnegie Mellon University - H. John Heinz III School of Public Policy and Management

Lei Lai


Carnegie Mellon University - H. John Heinz III School of Public Policy and Management

July 2005

KSG Working Paper No. RWP05-045

Abstract:     
Two experiments show that sex differences in the propensity to initiate negotiations may be explained by differential treatment of men and women when they attempt to negotiate. In Experiment 1, participants evaluated candidates who either accepted compensation offers without comment or attempted to negotiate higher compensation. Men only penalized female candidates for attempting to negotiate whereas women penalized both male and female candidates. Perceptions of niceness and demandingness mediated these effects. In Experiment 2, participants adopted candidates' role in same scenario and assessed whether to accept the compensation offer or attempt to negotiate for more. Women were less likely than men to choose to negotiate when the evaluator was male, but not when the evaluator was female. This effect was mediated by women's nervousness about negotiating with male evaluators. This work illuminates how differential treatment may influence the distribution of organizational resources through sex differences in the propensity to negotiate.

Number of Pages in PDF File: 50

Keywords: Leadership, Conflict Management, gender, negotiation, sex differences, status


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Date posted: August 9, 2005  

Suggested Citation

Bowles, Hannah Riley and Babcock, Linda and Lai, Lei, It Depends Who is Asking and Who You Ask: Social Incentives for Sex Differences in the Propensity to Initiate Negotiation (July 2005). KSG Working Paper No. RWP05-045. Available at SSRN: https://ssrn.com/abstract=779506 or http://dx.doi.org/10.2139/ssrn.779506

Contact Information

Hannah Riley Bowles (Contact Author)
Harvard University - Harvard Kennedy School (HKS) ( email )
79 John F. Kennedy Street
Cambridge, MA 02138
United States
617-496-4717 (Phone)
617-496-2850 (Fax)
Linda C. Babcock
Carnegie Mellon University - H. John Heinz III School of Public Policy and Management ( email )
Pittsburgh, PA 15213-3890
United States
412-268-8789 (Phone)
412-268-7036 (Fax)
Lei Lai
Carnegie Mellon University - H. John Heinz III School of Public Policy and Management ( email )
Pittsburgh, PA 15213-3890
United States
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