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

► Assertive female self-advocates incur social backlash. ► Female other-advocates avoid social backlash despite assertive behavior. ► Non-assertive female other-advocates incur leadership backlash. ► Violating expectations leads to attributions of negative gender characteristics. ► The backlash effe...

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Bibliographic Details
Published in:Organizational behavior and human decision processes 2013-01, Vol.120 (1), p.110-122
Main Authors: Amanatullah, Emily T., Tinsley, Catherine H.
Format: Article
Language:English
Subjects:
Advocacy
Assertive
Backlash
Gender
Masculinity-Femininity
Negotiation
Social judgments
Women
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