dc.contributor.author | Bowles, Hannah Riley | |
dc.contributor.author | Flynn, Francis | |
dc.date.accessioned | 2018-12-06T09:59:08Z | |
dc.date.issued | 2010-08 | |
dc.identifier.citation | Bowles, Hannah Riley, and Flynn, Francis. "Gender and Persistence in Negotiation: A Dyadic Perspective.(Report)." Academy of Management Journal 53, no. 4 (2010): 769-787. | en_US |
dc.identifier.issn | 0001-4273 | en_US |
dc.identifier.uri | http://nrs.harvard.edu/urn-3:HUL.InstRepos:37865891 | * |
dc.description.abstract | 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 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. | en_US |
dc.language.iso | en_US | en_US |
dc.publisher | Academy of Management | en_US |
dash.license | LAA | |
dc.subject | negotiation in business | en_US |
dc.subject | persistence | en_US |
dc.subject | sex roles | en_US |
dc.subject | dyadic analysis | en_US |
dc.subject | adaptability (psychology) | en_US |
dc.subject | gender stereotypes | en_US |
dc.subject | performance | en_US |
dc.title | Gender and Persistence in Negotiation: A Dyadic Perspective | en_US |
dc.type | Journal Article | en_US |
dc.description.version | Accepted Manuscript | en_US |
dc.relation.journal | Academy of Management Journal | en_US |
dc.date.available | 2018-12-06T09:59:08Z | |
dash.affiliation.other | Harvard Kennedy School | en_US |
dc.identifier.doi | 10.5465/amj.2010.52814595 | |
dc.source.journal | AMJ | |
dash.source.volume | 53;4 | |
dash.source.page | 769-787 | |
dash.contributor.affiliated | Bowles, Hannah | |