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Using Research to Generate Advice for Women: Examples from Negotiation Research

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Auswahl von Männern und Frauen als Führungskräfte

Abstract

The gender gaps in pay and authority are rooted in social structures and behaviors of both men and women. These gaps will not be closed by “fixing women” to fit into a man’s world. Nonetheless, women want research-based strategies that they can use to overcome the barriers they encounter to fair pay and career advancement. Negotiation is one academic field in which such advice is being generated. The chapter centers on three recommendations for women to enhance their career negotiations. They involve using knowledge about gender stereotypes, reducing sources of ambiguity that heighten the potential for disadvantageous gender effects, and employing negotiating strategies that help women improve their social and material outcomes. The chapter closes with directions for future research to develop more organizationally grounded perspectives on how women from diverse backgrounds negotiate their career paths.

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Author information

Authors and Affiliations

  1. Harvard Kennedy School, Cambridge, USA

    Dr. Hannah Riley Bowles

  2. Stanford University, Stanford, USA

    Bobbi Thomason

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  1. Dr. Hannah Riley Bowles
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  2. Bobbi Thomason
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Correspondence to Hannah Riley Bowles .

Editor information

Editors and Affiliations

  1. Technische Universität München, München, Germany

    Isabell M. Welpe

  2. Technische Universität München, München, Germany

    Prisca Brosi

  3. Technische Universität München, München, Germany

    Lisa Ritzenhöfer

  4. Technische Universität München, München, Germany

    Tanja Schwarzmüller

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Bowles, H., Thomason, B. (2015). Using Research to Generate Advice for Women: Examples from Negotiation Research. In: Welpe, I., Brosi, P., Ritzenhöfer, L., Schwarzmüller, T. (eds) Auswahl von Männern und Frauen als Führungskräfte. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-09469-0_31

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  • DOI: https://doi.org/10.1007/978-3-658-09469-0_31

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  • Publisher Name: Springer Gabler, Wiesbaden

  • Print ISBN: 978-3-658-09468-3

  • Online ISBN: 978-3-658-09469-0

  • eBook Packages: Business and Economics (German Language)

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