Social incentives for gender differences in the propensity to initiate negotiations: sometimes it does hurt to ask

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Theories of Gender in Organizations: A New Approach to Organizational Analysis and Change11We are grateful to Lotte Bailyn and our colleagues affiliated with the Center for Gender in Organizations, Simmons Graduate School of Management – Gill Coleman, Joyce Fletcher, Deborah Kolb, Deborah Merrill-Sands, Rhona Rapoport, and Bridgette Sheridan – for their contributions to these ideas and for their foundational research, on which this paper builds. We also appreciate the feedback we received on an earlier draft from members of the FSC Research Group, Elaine Backman, Herminia Ibarra, Maureen Scully, and Kathleen Valley. We thank Joanne Martin and Barbara Reskin for their comments, which helped in our conceptual framing of the paper. Finally, we thank Bob Sutton and Barry Staw for their helpful suggestions. This research was funded in part by the Ford Foundation.

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