Linda Babcock

Explaining Bargaining Impasse: The Role of Self-Serving Biases

The authors review studies conducted by themselves and coauthors that document a 'self-serving' bias in judgments of fairness and demonstrate that the bias is an important cause...

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

Constraints and triggers: Situational mechanics of gender in negotiation.

The authors propose 2 categories of situational moderators of gender in negotiation: situational ambiguity and gender triggers. Reducing the degree of situational ambiguity cons...