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dc.contributor.authorBowles, Hannah Riley
dc.contributor.authorThomason, Bobbi J.
dc.contributor.authorBear, Julia B.
dc.date.accessioned2019-04-12T10:00:52Z
dc.date.issued2019-03-21
dc.identifier.citationBowles, Hannah Riley, Thomason, Bobbi J., Bear, Julia B. 2019. "Reconceptualizing What and How Women Negotiate for Career Advancement." Academy of Management Journal. https://doi.org/10.5465/amj.2017.1497en_US
dc.identifier.issn0001-4273en_US
dc.identifier.issn1948-0989en_US
dc.identifier.urihttp://nrs.harvard.edu/urn-3:HUL.InstRepos:39145543*
dc.description.abstractWe 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 in compensation negotiations. We present an inductive study of what and how women negotiate for career advancement and the attainment of leadership positions in organizations, drawing on data from diverse samples of negotiation accounts by senior-executive, mid-level, and early-career professionals from the public, private, and nonprofits sectors and six world regions. Integrating insights from six studies, we propose a more comprehensive perspective on what men and women negotiate for career advancement, including their role development and work-family conflicts, as well as compensation. We also identify three distinct negotiating strategies—asking, bending, and shaping—that vary in the extent to which the negotiator conforms to, deviates from, or attempts to redefine organization norms. Our analyses suggest that the choice of negotiating strategy has implications for men’s and women’s career progression, particularly for women’s navigation of nontraditional career paths and men’s and women’s leadership claiming. We suggest new directions for research on the role of negotiation in career advancement and in promoting and mitigating gender inequality in organizations.en_US
dc.language.isoen_USen_US
dc.publisherAcademy of Managementen_US
dash.licenseOAP
dc.subjectManagement of Technology and Innovationen_US
dc.subjectStrategy and Managementen_US
dc.subjectGeneral Business, Management and Accountingen_US
dc.subjectBusiness and International Managementen_US
dc.titleReconceptualizing What and How Women Negotiate for Career Advancementen_US
dc.typeJournal Articleen_US
dc.description.versionAccepted Manuscripten_US
dc.relation.journalAcademy of Management Journalen_US
dash.depositing.authorBowles, Hannah Riley
dc.date.available2019-04-12T10:00:52Z
dash.affiliation.otherHarvard Kennedy Schoolen_US
dc.identifier.doi10.5465/amj.2017.1497
dc.source.journalAMJ
dash.contributor.affiliatedBowles, Hannah Riley


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