Negotiation Research You Can Use: Women’s Leadership in Negotiation

A closer look at the “backlash effect”

By on

Article Excerpt

Numerous research studies have found that women who assertively emphasize their skills, accomplishments, or desire to lead tend to be viewed as less likable and less hirable than men who are equally assertive. Women appear to suffer from this phenomenon, known as the backlash effect, when they act contrary to gender-stereotypical expectations that they will

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!

IN THIS ISSUE
IN FUTURE ISSUES

Shaping price offers

Mediators - Hostile and nice

WHAT’S NEW

Learn how to deal with difficult people and problems in our three-day Negotiation and Leadership course in Cambridge, Massachusetts. Visit www.executive.pon.harvard.edu to find out more.

Download the NEW Negotiation Briefings Special Report, “Overcoming Cultural Barriers in Negotiations,” by visiting www.pon.harvard.edu/free-reports