Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators

2012/04/04 by Emily T. Amanatullah, Catherine H. Tinsley · 1 citation
Social Sciences · #Conflict Management and Negotiation #Gender Diversity and Inequality #Social and Intergroup Psychology

paper · doi:10.1016/j.obhdp.2012.03.006

openalex publication_date 2012/04/04 · crossref created 2012/04/04 · crossref issued 2013/01/01 · crossref published 2013/01/01 · crossref published-print 2013/01/01 · crossref deposited 2018/11/24 · openalex created_date 2025/10/10 · crossref indexed 2026/07/25 · openalex updated_date 2026/07/25

Citations

• Description and Prescription: How Gender Stereotypes Prevent Women's Ascent Up the Organizational Ladder
• Strategic Choice in Negotiation
• The Evolution of Cooperation
• Status incongruity and backlash effects: Defending the gender hierarchy motivates prejudice against female leaders
• Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask
• Role congruity theory of prejudice toward female leaders.
• Social Capital in the Creation of Human Capital
• The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.

Cited by

• Negotiation [wikipedia]