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- News (3)
- Research (23)
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- 11 Jun 2008
- Working Paper Summaries
Gender in Job Negotiations: A Two-Level Game
- 13 Feb 2006
- Research & Ideas
When Gender Changes the Negotiation
negotiation can set the stage for differences in outcomes negotiated by men and by women, particularly when (1) the opportunities and limits of the negotiation are unclear; and (2) situational cues in these... View Details
- 13 Oct 2003
- Research & Ideas
Negotiating Challenges for Women Leaders
Women don't have a problem developing an effective leadership style. What they do struggle with more than men, however, is claiming the authority to lead, according to Hannah Riley View Details
Keywords: by Martha Lagace
- 20 May 2008
- First Look
First Look: May 20, 2008
Working PapersGender in Job Negotiations: A Two-Level Game Authors:Hannah Riley Bowles and Kathleen L. McGinn Abstract We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations.... View Details
Keywords: Martha Lagace
- 23 Jul 2024
- Cold Call Podcast
Transforming the Workplace for People with Disabilities
- 31 Jan 2013
- News
Women Don’t Negotiate Because They’re Not Idiots
- 08 Feb 2000
- Research & Ideas
Women Negotiating in the New Millenium
Do women negotiate differently from men? If yes, how much of a difference is there? For a long time, according to Hannah Riley, a doctoral candidate at HBS who has studied the subject, the answer was "'not much.'" Riley, along... View Details
Keywords: by Martha Lagace
- 08 Mar 2010
- Sharpening Your Skills
Sharpening Your Skills: Successful Negotiation
past several years, cannot be accounted for by gender differences in work commitment, education, and experience, or other considerations such as unionization. In this working paper, Hannah View Details
Keywords: by Staff
- 26 Sep 2005
- Research & Ideas
What Perceived Power Brings to Negotiations
on research based on this? A: No, I'm not. This is Rebecca Wolf's dissertation—she really is the driving force behind this research. The research that I have started on is research on gender in negotiations, mostly with Hannah View Details
Keywords: by Mallory Stark
- 17 Apr 2013
- Research Event
Conference Challenges Gender Conventions
Negotiation Table In their presentation, Hannah Riley Bowles (HBS DBA'01) of the Harvard Kennedy School and Laura Kray of UC Berkeley spoke about a "negotiation... View Details
Keywords: by Maggie Starvish
- Web
Gender & Race in Organizations Research Group - Race, Gender & Equity
Gender & Race in Organizations Research Group Gender & Race in Organizations Research Group Researchers Hannah Bowles Hannah Riley View Details
- October 2023
- Case
Making Progress at Progress Software (A)
By: Katherine Coffman, Hannah Riley Bowles and Alexis Lefort
In this case, the Human Capital team at Progress Software has identified that some employees have a hard time understanding how to advance within Progress. This realization leads the team to develop several major people-process innovations: the introduction of... View Details
Keywords: Leading Change; Organizational Culture; Performance Evaluation; Prejudice and Bias; Personal Development and Career; Human Capital; Employee Relationship Management; Technology Industry; Bulgaria
Coffman, Katherine, Hannah Riley Bowles, and Alexis Lefort. "Making Progress at Progress Software (A)." Harvard Business School Case 924-010, October 2023.
- Article
Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations
By: Hannah Riley Bowles and Kathleen L. McGinn
Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from... View Details
Keywords: Gender; Body of Literature; Negotiation Process; Organizational Culture; Research; Behavior; Equality and Inequality
Bowles, Hannah Riley, and Kathleen L. McGinn. "Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations." Academy of Management Annals 2 (2008): 99–132.
- March 1997 (Revised October 1999)
- Case
Stone Container in Honduras (A)
By: James K. Sebenius and Hannah Bowles
Chicago-based Stone Container Corp., a leading producer of cardboard containers and paper bags, proposes a large-scale pine forest management and utilization program in the La Mosquitia region of Honduras. A framework agreement with the government is strongly endorsed... View Details
Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (A)." Harvard Business School Case 897-172, March 1997. (Revised October 1999.)
- Web
2013 Symposium - Race, Gender & Equity
Eagly , Northwestern University Women As Leaders: Leadership Style Versus Leaders’ Goals Ella Bell , Tuck School of Business at Dartmouth Right Before Your Eyes: Observations as to Why Conversations on Gender Differences Don’t Tell the Full Story View Details
- October 2008
- Article
Gender in Job Negotiations: A Two-Level Game
By: Hannah Riley Bowles and Kathleen McGinn
We propose taking a two-level-game perspective on gender in job negotiations. At Level One, candidates negotiate with employers. At Level Two, candidates negotiate with household members. In order to illuminate the interplay between these two levels, we review research... View Details
Keywords: Perspective; Negotiation; Research; Organizational Culture; Body of Literature; Jobs and Positions; Gender; Labor
Bowles, Hannah Riley, and Kathleen McGinn. "Gender in Job Negotiations: A Two-Level Game." Negotiation Journal 24, no. 4 (October 2008): 393–410.
- February 2024
- Article
Are Many Sex/Gender Differences Really Power Differences?
By: Adam D. Galinsky, Aurora Turek, Grusha Agarwal, Eric M. Anicich, Derek D. Rucker, Hannah Riley Bowles, Nira Liberman, Chloe Levin and Joe C Magee
This research addresses the long-standing debate about the determinants of sex/gender differences. Evolutionary theorists trace many sex/gender differences back to natural selection and sex-specific adaptations. Sociocultural and biosocial theorists, in contrast,... View Details
Galinsky, Adam D., Aurora Turek, Grusha Agarwal, Eric M. Anicich, Derek D. Rucker, Hannah Riley Bowles, Nira Liberman, Chloe Levin, and Joe C Magee. "Are Many Sex/Gender Differences Really Power Differences?" PNAS Nexus 3, no. 2 (February 2024).
- Web
2013 Symposium - Race, Gender & Equity
Differences Don’t Tell the Full Story Alice Eagly Speaks at the 2013 Gender & Work Symposium Women As Leaders: Leadership Style Versus Leaders’ Goals Women As Leaders: Leadership Style Versus Leaders’ Goals Hannah View Details