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Backlash: Social Incentives for Gender Differences in Negotiating Behavior

Authors demonstrate the potential for backlash against assertive female negotiators in a hiring experiment. Participants were 119 North American undergraduate students who assessed the impression created by a job candidate based on a resume and interview notes. Interview notes indicated whether the candidate was male or female and whether s/he negotiated for special job benefits during the interview. Results reveal a significant interaction effect between gender and negotiating behavior, such that participants judged female candidates who negotiated for benefits to be less hireable than females who did not negotiate or than males in either condition.