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Negotiation References

Constraints and triggers: situational mechanics of gender in negotiation.

Bowles, H. R., Babcock, L., & McGinn, K. L. 2005. Constraints and triggers: situational mechanics of gender in negotiation. Journal of personality and social psychology, 89(6), 951.
 

Pygmalion in the Classroom: Teacher Expectation and Pupils' Intellectual Development

Rosenthal, Robert. 1968. Pygmalion in the Classroom: Teacher Expectation and Pupils' Intellectual Development. 1968. Norwalk, CT: Crown House Publishing.
 

Stereotype threat and the intellectual test performance of African Americans

Steele, C. M., & Aronson, J. 1995. Stereotype threat and the intellectual test performance of African Americans. Journal of Personality and Social Psychology, 69(5), 797–811.
 

Stereotype susceptibility: Identity salience and shifts in quantitative performance

Shih, M., Pittinsky, T. L., & Ambady, N. 1999. Stereotype susceptibility: Identity salience and shifts in quantitative performance. Psychological Science, 10, 81–84.
 

Battle of the sexes: Stereotype confirmation and reactance in negotiations

Kray, L.L., Thompson, L., & Galinsky, A. 2001. Battle of the sexes: Stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology, 80 (6), 942-958.
 

Reversing the gender gap in negotiation: An exploration of stereotype regeneration

Kray, L. Galinksky, A., and Thompson, L. 2002. Reversing the gender gap in negotiation: An exploration of stereotype regeneration. Organizational Behavior and Human Decision Processes, 87, 386-410.
 

Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask

Bowles, Hannah Riley, Linda Babcock, and Lei Lai. 2007. "Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask." Organizational Behavior and Human Decision Processes 103 (1): 84-103.
 

Prescriptive gender stereotypes and backlash toward agentic women

Rudman, L. A., & Glick, P. 2001. Prescriptive gender stereotypes and backlash toward agentic women. Journal of social issues, 57(4), 743-762.
 

First offers as anchors: the role of perspective-taking and negotiator focus

Galinsky, A. D., & Mussweiler, T. 2001. First offers as anchors: the role of perspective-taking and negotiator focus. Journal of personality and social psychology, 81(4), 657.
 

The dissatisfaction of having your first offer accepted: The role of counterfactual thinking in negotiations.

Galinsky, A. D., Seiden, V. L., Kim, P. H., & Medvec, V. H. 2002. The dissatisfaction of having your first offer accepted: The role of counterfactual thinking in negotiations. Personality and Social Psychology Bulletin, 28(2), 271-283.
 

The impact of alternatives to settlement in dyadic negotiation.

Pinkley, R. L., Neale, M. A., & Bennett, R. J. 1994. The impact of alternatives to settlement in dyadic negotiation. Organizational Behavior and Human Decision Processes, 57(1), 97-116.
 

The role of negotiator aspirations and settlement expectancies in bargaining outcomes.

White, S. B., & Neale, M. A. 1994. The role of negotiator aspirations and settlement expectancies in bargaining outcomes. Organizational Behavior and Human Decision Processes, 57(2): 303-317.
 

Women Don’t Ask: Negotiation and the Gender Divide

Babcock, L., and Laschever, S. 2003. Women Don’t Ask: Negotiation and the Gender Divide. Princeton, NJ: Princeton University Press.
 

Negotiating Rationality

Bazerman, M. H. and Neale, M.A. 1992. Negotiating Rationality. New York, NY: Free Press.