Full metadata
Title
Why don't women ask?: a mixed method analysis of gender and the propensity to initiate a negotiation
Description
Scholars have contemplated gender differences in negotiations for a number of years. Recently, attention has been directed to the early stages of a negotiation, particularly the propensity to initiate a negotiation. Indeed, there is evidence that men are significantly more likely than women to initiate a negotiation (Small, Gelfand, Babcock, & Gettman, 2007). In an effort to unpack these findings, the present mixed method study partially replicates the quantitative lab study by Small and her colleagues (2007) to explore gender differences and then extends this work with qualitative interviews to examine the rationales underlying the propensity to negotiate. In the quantitative phase of this study, undergraduate students were invited to complete a task in which they could earn between $3 and $10 in addition to course extra credit. All participants were offered $3 and could earn up to $10 if they initiated a negotiation for more money. The qualitative phase of this study included follow-up qualitative interviews to explore the reasons women and men chose to initiate or avoid a negotiation. Quantitative results demonstrate no significant gender differences in the propensity to negotiate. However, qualitative findings reveal trends suggesting that women maintained higher evaluations of money but lower probabilities of attaining more money during the negotiation. Findings support that clear gender differences exist with regard to perceived risks and the value in the decision to negotiate. Thus, findings suggest that gender differences in the propensity to negotiate are more complex than which can be quantitatively measured using a simple ask-no ask dichotomy.
Date Created
2015
Contributors
- Leier, Cassaundra Renee (Author)
- Alberts, Jess (Thesis advisor)
- Miller, Katherine (Committee member)
- Hinshaw, Art (Committee member)
- Arizona State University (Publisher)
Topical Subject
Resource Type
Extent
x, 137 p. : ill
Language
Copyright Statement
In Copyright
Primary Member of
Peer-reviewed
No
Open Access
No
Handle
https://hdl.handle.net/2286/R.I.29776
Statement of Responsibility
by Cassaundra Renee Leier
Description Source
Viewed on June 30, 2015
Level of coding
full
Note
Partial requirement for: Ph. D., Arizona State University, 2015
Note type
thesis
Includes bibliographical references (p. 115-130)
Note type
bibliography
Field of study: Communication
System Created
- 2015-06-01 08:07:28
System Modified
- 2021-08-30 01:29:37
- 2 years 8 months ago
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