Linda Babcock and Sara Laschever : Women Don ' t Ask
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Workshop: The Psychology of Negotiation: When, Why and How
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Unlike typical negotiation experiments, these studies investigated when men and women initiate negotiations in the absence of overt prescriptions to negotiate. Using a new experimental paradigm, the authors showed that the framing of situations is a critical driver of gender differences in initiating negotiations. Drawing on literature on language, power, and politeness, the authors argued that...
متن کاملReading Lists
Babcock, L. & Laschever, S. (2003). Women don’t ask: Negotiation and the gender divide. Princeton, New Jersey: Princeton University Press. Women Don't Ask shows women how to reframe their interactions and more accurately evaluate their opportunities. The book includes examining how to ask for a desired outcome in ways that feel comfortable and possible, taking into account the impact of asking ...
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