Gender and Persistence in Negotiation: A Dyadic Perspective
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CitationBowles, Hannah Riley, and Flynn, Francis. "Gender and Persistence in Negotiation: A Dyadic Perspective.(Report)." Academy of Management Journal 53, no. 4 (2010): 769-787.
AbstractWe 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 perspectives, showing that women persist more with male naysayers than with female naysayers but do so in a stereotypically low-status (more indirect than direct) manner. Women’s adaptation of their persistence
to naysayer gender appeared functional because increased persistence with male naysayers helped close a gender gap in performance, and female negotiators with high performance adjusted their manner of persistence more than those with low performance.
Citable link to this pagehttp://nrs.harvard.edu/urn-3:HUL.InstRepos:37865891
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