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Penalized.pdf

bowles.pdf

🔗 Source: cfa.harvard.edu

📊 Size: 495 KB

📄 Pages: 20 pages

⬇️ Downloads: 28

Summary

Four experiments found that women are less likely to initiate negotiations due to differential treatment by others, with female candidates being penalized more than male candidates for negotiating. Male evaluators penalized female candidates more, while female evaluators penalized all candidates. Perceptions of niceness and demandingness explained resistance to female negotiators. Women were less inclined to negotiate when evaluated by men, due to nervousness, but no gender difference existed when evaluated by women.

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Description

Four experiments found that women are less likely to initiate negotiations due to differential treatment by others, with female candidates being penalized more...

Technical Information

File Format: PDF
File Size: 495 KB
Pages: 20
Language: EN
Total Downloads: 28
Last Updated: 4 weeks ago

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