Women Don't Ask

by Linda Babcock

  Gilbert, D., 1995. Attribution and interpersonal perception. In Advanced social psychology, ed. A. Tesser, pages 99–148. New York: McGraw-Hill.

  Gist, M., C. K. Stevens, and A. Bavetta. 1991. Effects of self-efficacy and post-training intervention on the acquisition and maintenance of complex interpersonal skills. Personnel Psychology 44:837–861.

  Gladwell, M. 2000. The tipping point: How little things can make a big difference. New York: Little, Brown.

  ———. 2002. The talent myth. New Yorker, 22 July.

  Glass, J., and T. Fujimoto. 1994. Housework, paid work, and depression among husbands and wives. Journal of Health and Social Behavior 35(2):179–191.

  Glick, P., C. Zion, and C. Nelson. 1988. What mediates sex discrimination in hiring decisions? Journal of Personality and Social Psychology 55:178–186.

  Gneezy, U., M. Niederle, and A. Rustichini. 2001. Performance in competitive environments. Harvard University. Unpublished manuscript.

  Goldin, C., and C. Rouse. 2000. Orchestrating impartiality: The impact of “blind” auditions on female musicians. American Economic Review 90(4):715–742.

  Gomez, C., and B. V. Marin. 1996. Gender, culture, and power: Barriers to HIV-prevention strategies for women. Journal of Sex Research 33(4):355–362.

  Goode, E. 2001. The heavy cost of chronic stress: Some can be benign, but too much is lethal. New York Times, 17 December, page D1.

  Goodman, P. 1974. An examination of references used in the evaluation of pay. Organizational Behavior and Human Performance 12:170–195.

  Goodnow, J. J. 1988. Children’s household work: Its nature and functions. Psychological Bulletin 103(1):5–26.

  Graglia, C. F. 1998. Domestic tranquility: A brief against feminism. Dallas: Spence Publishing Company.

  Graham, M. E., and T. M. Welbourne. 1999. Gainsharing and women’s and men’s

  relative pay satisfaction. Journal of Organizational Behavior 20:1027–1042.

  Granovetter, M. 1982. The strength of weak ties. American Journal of Sociology 6: 1360–1380.

  Gray, B. 1994. The gender-based foundations of negotiation theory. Research on Negotiations in Organizations 4:3–36.

  Greenhalgh, L., and R. W. Gilkey. 1993. The effect of relationship orientation on negotiators’ cognitions and tactics. Group Decision and Negotiation 2:167–186.

  Gregorian, V. 2002. Bobsledder shows no remorse dropping partner; Jean Racine says winning the gold is all that matters. St. Louis Post-Dispatch, 17 February, page D18.

  Halpern, J. J., and J. M. Parks. 1996. Vive la difference: Differences between males and females in process and outcomes in a low-conflict negotiation. International Journal of Conflict Management 7(1):45–70.

  206

  R E F E R E N C E S

  Harris, M. J., and R. Rosenthal. 1985. Mediation of interpersonal expectancy effects: 31

  meta-analyses. Psychological Bulletin 97:363–386.

  Harris, T. G. 1993. The post-capitalist executive: An interview with Peter F. Drucker.

  Harvard Business Review, May/June, pages 115–122.

  Hatfield, E., J. T. Caccioppo, and R. L. Rapson. 1992. Primitive emotional contagion.

  In Review of personality and social psychology, ed. M. S. Clark, volume 14, pages 151–

  177. Newbury Park, Calif.: Sage.

  Heatherington, L., J. Crown, H. Wagner, and S. Rigby. 1992. Toward an understanding of social consequences of “feminine immodesty” about personal achievements. Sex Roles 20(7/8):371–380.

  Heffernan, M. 2002. The female CEO: ca. 2002. Fast Company, August, pages 58–66.

  Heilman, M. E. 1980. The impact of situational factors on personnel decisions concerning women: Varying the sex composition of the applicant pool. Organizational Behavior and Human Performance 26:286–295.

  ———. 1995. Sex stereotypes and their effects in the workplace: What we know and what we don’t know. Journal of Social Behavior and Personality 10(6):3–26.

  ———. 2001. Description and prescription: How gender stereotypes prevent women’s ascent up the organizational ladder. Journal of Social Issues 57(4):657–674.

  Heilman, M. E., M. Haynes, and A. D. Goodman. 2001. Denying women credit for their successes: Gender stereotyping as a function of group vs. individual level performance information. New York University. Unpublished manuscript.

  Helgesen, S. 1990. The female advantage: Women’s ways of leadership. New York: Doubleday/Currency.

  Hewlett, S. A. 2002. Creating a life: Professional women and the quest for children. New York: Talk Miramax Books.

  Hodgins, H. S., E. Liebeskind, and W. Schwartz. 1996. Getting out of hot water: Face-work in social predicaments. Journal of Personality and Social Psychology 71:300–314.

  Hornig, L. S. 1987. Women graduate students. In Women: Their underrepresentation and career differentials in science and engineering, ed. L. S. Dix, pages 103–122. Washington, D.C.: National Academy Press.

  Humphreys, A. P., and P. K. Smith. 1987. Rough and tumble, friendships, and dominance in schoolchildren: Evidence for continuity and change with age. Child Development 58:201–212.

  Huston, A. C., and C. J. Carpenter. 1985. Gender differences in preschool classrooms: The effects of sex-types activity choices. In Gender-related differences in the classroom, ed. L. C. Wilkinson and C. B. Marett. New York: Academic Press.

  Ibarra, H. 1992. Homophily and differential returns: Sex differences in network structure and access in an advertising firm. Administrative Science Quarterly 37:422–447.

  ———. 1997. Paving an alternative route: Gender differences in managerial networks.

  Social Psychology Quarterly 60(1):91–102.

  Instone, D., B. Major, and B. B. Bunker. 1983. Gender, self-confidence, and social influence strategies: An organizational simulation. Journal of Personality and Social Psychology 44(2):322–333.

  Inter-parliamentary Union. 2000. Women in politics, 1945–2000. Report #37. Geneva: United Nations.

  207

  R E F E R E N C E S

  Inzlicht, M., and T. Ben-Zeev. 2000. A threatening intellectual environment: Why females are susceptible to experiencing problem-solving deficits in the presence of males. Psychological Science 11(5):365–371.

  Jackson, L. A., P. D. Gardner, and L. A. Sullivan. 1992. Explaining gender differences in self-pay expectations: Social comparison standards and perceptions of fair pay.

  Journal of Applied Psychology 77(5):651–663.

  Janoff-Bulman, R., and M. B. Wade. 1996. The dilemma of self-advocacy for women: Another case of blaming the victim? Journal of Social and Clinical Psychology 15(2):143–152.

  Jelalian, E., A. Spirito, D. Raile, L. Vinnick, C. Rohrbeck, and M. Aarrigan. 1997. Risk-taking, reported injury, and perception of future injury among adolescents. Journal of Pediatric Psychology 22:513–531.

  Jones, E. E., and T. S. Pittman. 1982. Toward a general theory of strategic self-presentation. In Psychological perspectives on the self, ed. J. Suls, volume 1, pages 231–262.

  Hillsdale, N.J.: Erlbaum.

  Josephs, R. A., H. R. Markus, and R. W. Tafarodi. 1992. Gender and self-esteem. Journal of Personality and Social Psychology 63:391–402.

  Jost, J. 1997. An experimental replication of the depressed-entitlement effect among women. Psychology of Women Quarterly 21:387–393.

  Judd, R. 2001. Golden dreams shattered as bobsled duo hits the brakes. Seattle Times, 16 December, page C2.

  Kahn, A., V. E. O’Leary, J. E. Krulewitz, and H. Lamm. 1980. Equity and equality: Male and female means to a just end. Basic and Applied Social Psychology 1(2):173–197.

  Kaman, V. S., and C. E. Hartel. 1994. Gender differences in anticipated pay negotiation strategies and outcomes. Journal of Business and Psychology 9(2):183–197.

  Kanter, R. M. 1977. Men and women of the corporation. New York: Basic Books.

  ———. 1990. Foreword: Special issue on women and economic empowerment. New

  England Journal of Public Policy
6 (spring/summer):11–14.

  Kemper, T. D. 1990. Social structure and testosterone. New Brunswick, N.J.: Rutgers University Press.

  Khurana, R. 2002. Searching for a corporate savior: The irrational quest for charismatic CEOs. Princeton, N.J.: Princeton University Press.

  Kimmel, M., D. G. Pruitt, J. M. Magenau, E. Konar-Goldband, and P. Carnevale. 1980.

  Effects of trust, aspiration, and gender on negotiation tactics. Journal of Personality and Social Psychology 38(1):9–22.

  King, W. C., and T. D. Hinson. 1994. The influence of sex and equity sensitivity on relationship preferences, assessment of opponent, and outcomes in a negotiation experiment. Journal of Management 20(3):605–624.

  Klaiber, L., D. Broverman, W. Vogel, G. Abraham, and F. Cone. 1971. Effects of infused testosterone on mental performances and serum LH. Journal of Clinical Endocrinology 32:341–349.

  Kling, K. C., J. Shelby-Hyde, C. J. Showers, and B. N. Buswell. 1999. Gender differences in self-esteem: A meta-analysis. Psychological Bulletin 125(4):470–500.

  Kolb, D. M. 2000. Renewing our interest in gender negotiations: What’s new or what would really be new? Paper presented at the Academy of Management meeting, August.

  208

  R E F E R E N C E S

  Kolb, D. M., and G. G. Coolidge. 1991. Her place at the table: A consideration of gender issues in negotiation. In Negotiation theory and practice, ed. J. W. Breslin and J. Z.

  Rubin, pages 261–277. Cambridge, Mass.: Program on Negotiation and Harvard Law School.

  Kolb, D. M., and L. L. Putnam. 1997. Through the looking glass: Negotiation theory refracted through the lens of gender. In Workplace dispute resolution: Directions for the 21st century, ed. S. Gleason. East Lansing: Michigan State University Press.

  Kolb, D. M., and J. Williams. 2000. The shadow negotiation: How women can master the hidden agendas that determine bargaining success. New York: Simon and Schuster.

  Kraft, L. W., and C. W. Vraa. 1975. Sex composition of groups and pattern of self-disclosure by high school females. Psychological Reports 37:733–734.

  Kray, L., L. Thompson, and A. Galinsky. 2001. Battle of the sexes: Stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology 80(6):942–958.

  Kubik, M. 2000. Women rarely quoted as business experts. Business Journal Online, mid-February.

  Kuhn, E. D. 1992. Playing down authority while getting things done: Women professors get help from the institution. In Locating power: Proceedings of the second Berkeley women and language conference, ed. K. Hall, M. Bucholtz, and B. Moonwomon, volume 2, pages 318–325. Berkeley: Berkeley women and language group, University of California, Berkeley.

  Kunhikrishnan, K., and K. Manikandan. 1995. Sex difference in Locus of Control: An analysis based on Calicut L.O.C. Scale. Psychological Studies 37:121–125.

  Lashinsky, A. 2002. Now for the hard part. Fortune, 18 November, pages 95–106.

  Lax, D., and J. Sebenius. 1986. The manager as negotiator. New York: Free Press.

  Lemonick, M. D. 2003. The power of mood. Time, 20 January, page 65.

  Lenney, E. 1977. Women’s self-confidence in achievement settings. Psychological Bulletin 84:1–13.

  Lennon, M. C., and S. Rosenfield. 1994. Relative fairness and the division of housework: The importance of options. American Journal of Sociology 100:506–531.

  Lerner, J., R. Gonzalez, D. Small, and B. Fischhoff. 2003. Effects of fear and anger on perceived risks of terrorism: A national field experiment. Psychological Science 14:144–150.

  Lever, J. 1976. Sex differences in the games children play. Social Problems 23:478–487.

  Lewicki, R., D. Saunders, and J. Minton. 1997. Essentials of negotiation. Boston, Mass.: Irwin / McGraw-Hill.

  Liben, L. S., and M. L. Signorella, eds. 1987. Children’s gender schemata. San Francisco: Jossey-Bass.

  Llewellyn-Williams, M. 2002. The C200 Business Leadership Index 2002: Annual report on women’s clout in business. San Francisco: BrandMechanics.

  Locke, E. A. 1976. The nature and causes of job satisfaction. In The handbook of industrial and organizational psychology, ed. M. D. Dunnette, pages 1297–1349. Chicago: Rand McNally.

  Locke, E. A., and G. Latham. 1990. A theory of goal setting and task performance. Engle-wood Cliffs, N.J.: Prentice-Hall.

  Lytton, H., and D. M. Romney. 1991. Parents’ differential socialization of boys and girls: A meta-analysis. Psychological Bulletin 109(2):267–296.

  209

  R E F E R E N C E S

  Maccoby, E. E. 1966. The development of sex differences. Stanford, Calif: Stanford University Press.

  Maccoby, E. E. 1988. Gender as a social category. Developmental Psychology 24(6): 755–765.

  ———. 1990. Gender and relationships: A developmental account. American Psychologist 45(4):513–520.

  Maccoby, E. E., and C. N. Jacklin. 1987. Gender segregation in childhood. In Advances in childhood development, ed. E. H. Reese, volume 20, pages 239–287. New York: Academic Press.

  Major, B., and E. Konar. 1984. An investigation of sex differences in pay expectations and their possible causes. Academy of Management Journal 27:777–792.

  Major, B., D. B. McFarlin, and D. Gagnon. 1984. Overworked and underpaid: On the nature of gender differences in personal entitlement. Journal of Personality and Social Psychology 47(6):1399–1412.

  Malhotra, D. 2002. Let’s take this outside: Some striking results of students negotiating in the real world. Paper presentation at the International Association for Conflict Management annual meeting, June.

  Maltz, D., and R. Borker. 1983. A cultural approach to male-female miscommunication.

  In Language and social identity, ed. J. A. Gumperz, pages 195–216. New York: Cambridge University Press.

  Markus, H. R., and S. Kitayama. 1991. Culture and the self: Implications for cognition, emotion, and motivation. Psychological Review 98:224–253.

  Martell, R. F., D. M. Lane, and C. Emrich. 1996. Male-female differences: A computer simulation. American Psychologist 51:157–158.

  Martin, B. A. 1989. Gender differences in salary expectations when current salary information is provided. Psychology of Women Quarterly 13:87–96.

  Mazur, A., and A. Booth. 1998. Testosterone and dominance in men. Behavioral and Brain Sciences 21:353–397.

  Mazur A., E. J. Susman, and S. Edelbrock. 1997. Sex differences in testosterone response to a video game context. Evolution and Human Behavior 18(5):317–326.

  McCracken, D. 2000. Winning the talent war for women: Sometimes it takes a revolution. Harvard Business Review, November/December, pages 59–167.

  McCrae, R. R., and P. T. Costa Jr. 1988. Age, personality, and the spontaneous self-concept. Journal of Gerontology: Social Sciences 43:S177–S185.

  McEwen, B. 2000. The neurobiology of stress: From serendipity to clinical relevance.

  Brain Research 886(1–2):172–189.

  McGuire, W. J., and C. V. McGuire. 1982. Significant others in self-space: Sex differences and developmental trends in the social self. In Psychological Perspectives on the Self, ed. J. Suls, volume 1, pages 71–96. Hillsdale, N.J.: Erlbaum.

  Mehra, A., M. Kilduff, and D. J. Brass. 1998. At the margins: A distinctiveness approach to the social identity and social networks of underrepresented groups. Academy of Management Journal 41(4):441–452.

  Michaud, E. 2001. Your secret weapon against stress. Prevention, August, pages 130–

  137.

  Miller, J. B. 1986. Toward a new psychology of women. Boston: Beacon Press.

  210

  R E F E R E N C E S

  Miller, L. C., L. L. Cooke, J. Tsang, and F. Morgan. 1992. Should I brag? Nature and impact of positive and boastful disclosures for women and men. Human Communication Research 18(3):364–399.

  Miller, P. M., D. L. Danaher, and D. Forbes. 1986. Sex-related strategies for coping with interpersonal conflict in children aged five and seven. Developmental Psychology 22(4):5
43–548.

  Mussen, P. H., ed. 1983. Handbook of child psychology, 4th edition. New York: Wiley.

  Naisbitt, J., and P. Aburdene. 1986. Reinventing the corporation. New York: Warner Books.

  Neale, M. A., and M. H. Bazerman. 1991. Cognition and rationality in negotiation. New York: Free Press.

  Neumark, D. M. 1996. Sex discrimination in restaurant hiring: An audit study. Quarterly Journal of Economics 11(3):915–941.

  Norris, J. M., and A. M. Wylie. 1995. Gender stereotyping of the managerial role among students in Canada and the United States. Group and Organization Management 20:167–182.

  Nussbaum, E. 2001. Peers: Great expectations. New York Times Magazine, 9 September, pages 118–122.

  O’Connor, C. 2000. Finishing school. Business 2.0, April.

  O’Sullivan, C. S., and F. T. Durso. 1984. Effects of schema-incongruent information on memory for stereotypical attributes. Journal of Personality and Social Psychology 47:55–

  70.

  Orenstein, P. 1994. Schoolgirls: Young women, self-esteem, and the confidence gap. New York: Doubleday.

  Parkes, K. R. 1985. Dimensionality of Rotter’s Locus of Control Scale: An application of the “Very Simple Structure” techniques. Personality and Individual Differences 6:115–119.

  Pasternak, B., and A. Viscio. 1998. The centerless corporation: A new model for transforming your organization for growth and prosperity. New York: Simon and Schuster.

  Pfeffer, J. 1998. The human equation: Building profits by putting people first. Boston, Mass.: Harvard Business School Press.

  Pinkley, R. L., and G. B. Northcraft. 2000. Get paid what you’re worth. New York: St.

  Martin’s Press.

  Pollard, T. M., H. Ungpakorn, and K. R. Parkes. 1996. Epinephrine and cortisol responses to work: A test of the models of Frankenhaeuser and Karasek. Annals of Behavioral Medicine 18(4):229–237.

  Porter, L. W., and E. E. Lawler. 1968. Managerial attitudes and performance. Homewood, Ill.: Dorsey.

  Powell, G. N., and D. A. Butterfield. 1989. The “good manager”: Did androgyny fare better in the 1980s? Group and Organization Studies 14:216–233.

  Pruitt, D., and J. Rubin. 1986. Social conflict: Escalation, stalemate, and settlement. New York: Random House.