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Claiming Authority: How Women Explain their Ascent to Top Business Leadership Positions
(John F. Kennedy School of Government, Harvard University, 2012)
Career stories of 50 female executives from major corporations and high-growth entrepreneurial ventures suggest two alternative accounts of how women legitimize their claims to top leadership positions: navigating and ...
Psychological Perspectives on Gender in Negotiation
(John F. Kennedy School of Government, Harvard University, 2012)
A fundamental form of human interaction, negotiation is essential to the management of relationships, the coordination of paid and household labor, the distribution of resources, and the creation of economic value. ...
Gender and Persistence in Negotiation: A Dyadic Perspective
(Academy of Management, 2010-08)
We studied interactive effects of gender in negotiation dyads, theorizing that the degree and manner of a negotiator’s persistence are functions of the gender composition of the dyad. Our findings challenge sex-stereotypic ...
Status Reinforcement in Emerging Economies: The Psychological Experience of Local Candidates Striving for Global Employment
(Institute for Operations Research and the Management Sciences (INFORMS), 2016-12)
In this paper, we explore the psychological experience of university-educated local workers from emerging economies striving to enter the global job market for managerial positions. Building on qualitative data from ...
Negotiating the Gender Gap
(2011-08)
Research: When Men Have Lower Status at Work, They’re Less Likely to Negotiate
(Harvard Business School Publishing Corporation, 2017-09-08)
A Model of When to Negotiate
(Oxford University Press, 2012-09-20)
This article reports a model explaining previously identified gender differences in negotiation and generating new and testable insights. It specifically addresses how prescriptive gender stereotypes affect evaluators' ...
Reconceptualizing What and How Women Negotiate for Career Advancement
(Academy of Management, 2019-03-21)
We propose a conceptual framework for expanding the scope of future research on the role of gender in career negotiations. Extant research on gender in career negotiations emphasizes women’s disadvantages relative to men ...
Claiming Authority: Negotiating Challenges for Women Leaders
(Erlbaum Associates, 2005)
Status and the Evaluation of Workplace Deviance
(SAGE Publications, 2009-12-17)
Bias in the evaluation of workplace misbehavior is hotly debated in courts and corporations, but it has received little empirical attention. Classic sociological literature suggests that deviance by lower-status actors ...