Now showing items 1-3 of 3

    • A Model of When to Negotiate 

      Babcock, Linda; Bowles, Hannah Riley; Bear, Julia (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' ...
    • Social Costs of Setting High Aspirations in Competitive Negotiation 

      Lai, Lei; Bowles, Hannah Riley; Babcock, Linda (Wiley, 2013-01-29)
      This paper explores the implications of a negotiator setting high aspirations on the counterpart’s assessments of the negotiator and future cooperation toward the negotiator. Participants were 134 undergraduates acting as ...
    • Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask 

      Babcock, Linda; Lai, Lei (Elsevier BV, 2007-05)
      Four experiments show that gender differences in the propensity to initiate negotiations may be explained by differential treatment of men and women when they attempt to negotiate. In Experiments 1 and 2, participants ...