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Who goes to the bargaining table? The influence of gender and framing on the initiation of negotiation.
16 references·16 citing·42 second hopsampled
Who goes to the bargaining table? The influence of gender and framing on the initiation of negotiation. (2007)Who goes to the bargaining table? The inf…Choices, Values, and Frames (2013)Choices, Values, and FramesSocial incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask (2006)Social incentives for gender …The Name of the Game: Predictive Power of Reputations versus Situational Labels in Determining Prisoner’s Dilemma Game Moves (2004)The Name of the Game: Predict…Power, approach, and inhibition. (2003)Power, approach, and inhibiti…From Power to Action. (2003)From Power to Action.The experience of power: Examining the effects of power on approach and inhibition tendencies. (2002)The experience of power: Exam…A model of (often mixed) stereotype content: Competence and warmth respectively follow from perceived status and competition. (2002)A model of (often mixed) ster…Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. (2001)Battle of the sexes: Gender s…Why So Slow? (1999)Why So Slow?Self-promotion as a risk factor for women: The costs and benefits of counterstereotypical impression management. (1998)Self-promotion as a risk fact…Gender and the evaluation of leaders: A meta-analysis. (1992)Gender and the evaluation of …Politeness : Some Universals in Language Usage (1987)Politeness : Some Universals …Personality at the crossroads : current issues in interactional psychology (1977)Personality at the crossroads…The Social Psychology of Bargaining and Negotiation (1975)The Social Psychology of Barg…The Handbook of Social Psychology (1969)The Handbook of Social Psycho…Experimenter Effects in Behavioral Research (1968)Experimenter Effects in Behav…The Role of the Ask Gap in Gender Pay Inequality (2024)The Role of the Ask Gap in Ge…The Agentic–Communal Model of Advantage and Disadvantage: How Inequality Produces Similarities in the Psychology of Power, Social Class, Gender, and Race (2018)The Agentic–Communal Model of…Gender differences in the initiation of negotiations: A meta-analysis. (2017)Gender differences in the ini…Negotiation (2016)NegotiationPerspectives on Power in Organizations (2014)Perspectives on Power in Orga…Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception (2014)Not competent enough to know …A meta-analysis on gender differences in negotiation outcomes and their moderators. (2014)A meta-analysis on gender dif…The consequences of faking anger in negotiations (2013)The consequences of faking an…How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer (2012)How Can Women Escape the Comp…Do Women Avoid Salary Negotiations? Evidence from a Large Scale Natural Field Experiment (2012)Do Women Avoid Salary Negotia…Negotiating the Gender Divide (2011)Negotiating the Gender DivideCan Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit (2011)Can Nervous Nelly negotiate? …Sexual overperception: Power, mating motives, and biases in social judgment. (2010)Sexual overperception: Power,…Job mobility and the gender wage gap in Italy (2010)Job mobility and the gender w…The Differential Valuation of Women's Work: A New Look at the Gender Gap in Lawyers' Incomes (2009)The Differential Valuation of…Negotiation (2009)NegotiationThe Elaboration Likelihood Model of Persuasion (1986)Politeness (1987)Stereotype threat and the intellectual test performance of African Americans. (1995)What's the difference? diversity constructs as separation, variety, or disparity in organizations (2007)8 Social Hierarchy: The Self‐Reinforcing Nature of Power and Status (2008)Review of personality and social psychology (1980)Statistical Methods for Meta-Analysis (1988)Meta-Analytic Procedures for Social Research. (1994)Culture and conformity: A meta-analysis of studies using Asch's (1952b, 1956) line judgment task. 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(1990)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)Reactions to Counterstereotypic Behavior: The Role of Backlash in Cultural Stereotype Maintenance. (2004)Workplace harassment: Double jeopardy for minority women. (2006)The Principles of Psychology (1891)Exchange and Power in Social Life. (1965)Power and Perspectives Not Taken (2006)Power reduces the press of the situation: Implications for creativity, conformity, and dissonance. (2008)Power Posing (2010)The Emerging Field of Emotion Regulation: An Integrative Review (1998)Prejudice, social stress, and mental health in lesbian, gay, and bisexual populations: Conceptual issues and research evidence. (2003)Methods of coping with social desirability bias: A review (1985)Thin slices of expressive behavior as predictors of interpersonal consequences: A meta-analysis. (1992)Statistical methods in psychology journals: Guidelines and explanations. 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References

  • 1969The Handbook of Social Psychology12,518 cited
  • 1987Politeness : Some Universals in Language Usage11,919 cited
  • 2002A model of (often mixed) stereotype content: Competence and warmth respectively follow from perceived status and competition.7,356 cited
  • 2013Choices, Values, and Frames5,320 cited
  • 2003Power, approach, and inhibition.3,425 cited
  • 2003From Power to Action.1,681 cited
  • 1992Gender and the evaluation of leaders: A meta-analysis.1,668 cited
  • 1968Experimenter Effects in Behavioral Research1,621 cited
  • 1998Self-promotion as a risk factor for women: The costs and benefits of counterstereotypical impression management.1,511 cited
  • 1977Personality at the crossroads : current issues in interactional psychology1,460 cited
  • 1999Why So Slow?1,251 cited
  • 1975The Social Psychology of Bargaining and Negotiation1,152 cited
  • 2002The experience of power: Examining the effects of power on approach and inhibition tendencies.924 cited
  • 2006Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask856 cited
  • 2001Battle of the sexes: Gender stereotype confirmation and reactance in negotiations.

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688 cited
  • 2004The Name of the Game: Predictive Power of Reputations versus Situational Labels in Determining Prisoner’s Dilemma Game Moves671 cited
  • Cited by

    • 2011Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit335 cited
    • 2014A meta-analysis on gender differences in negotiation outcomes and their moderators.315 cited
    • 2009Negotiation244 cited
    • 2014Perspectives on Power in Organizations226 cited
    • 2013The consequences of faking anger in negotiations196 cited
    • 2014Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception148 cited
    • 2016Negotiation139 cited
    • 2017Gender differences in the initiation of negotiations: A meta-analysis.137 cited
    • 2011Negotiating the Gender Divide125 cited
    • 2018The Agentic–Communal Model of Advantage and Disadvantage: How Inequality Produces Similarities in the Psychology of Power, Social Class, Gender, and Race121 cited
    • 2010Sexual overperception: Power, mating motives, and biases in social judgment.120 cited
    • 2012How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer114 cited
    • 2012Do Women Avoid Salary Negotiations? Evidence from a Large Scale Natural Field Experiment102 cited
    • 2009The Differential Valuation of Women's Work: A New Look at the Gender Gap in Lawyers' Incomes101 cited
    • 2010Job mobility and the gender wage gap in Italy90 cited
    • 2024The Role of the Ask Gap in Gender Pay Inequality89 cited