Bowles, Hannah Riley, and Linda Babcock. “
A model of when to negotiate: Why women don’t ask”.
The Oxford Handbook of Conflict Resolution. New York: Oxford University Press, 2012. 313-331. Web.
Publisher's VersionAbstractResearch suggests that women are more likely than men to pass over opportunities to negotiate for higher compensation. Studies from the laboratory, surveys, and field suggest that men are at least four times more likely than women to negotiate for compensation (Babcock & Laschever, 2003; Small, Gelfand, Babcock, & Gettman, 2007). When they do negotiate, women tend to claim smaller percentage increases than men on their initial salary offers (Brett & Stroh, 1997; Gerhart & Rynes, 1991; Stevens, Bavetta, & Gist, 1993). Aghast by women’s apparent lack of negotiating ability as well as the implications of this “gender negotiation gap” for the gender wage gap, both policy makers and professors have proposed additional training for women to raise their negotiating aspirations and effectiveness.
In this chapter, we argue that this apparent perceived bargaining deficiency on women’s part is actually a rational response to the differences in incentives and expectations that men and women face in compensation negotiations—one that is obscured by focusing solely on the immediate material payoffs from negotiation … We propose a two-period model in which employees make decisions about whether to negotiate for higher compensation in period one. Our purpose in creating a mathematical model is to be very concrete about the different effects that negotiating may have on a person’s utility and then to investigate how optimal decisions are affected by the gendered behavioral norms and expectations.
Gargani, Ghalia, May Al-Dabbagh, and Hannah Riley Bowles.
Rethinking Women Leadership Development Programs in the UAE. 2012. Web.
Publisher's VersionAbstractIn the increasingly globalized context of the UAE, women’s leadership
development programs have become high on the agenda of government,
academic and private sector organizations. Accordingly, the UAE
is an interesting location to examine the growth in women’s leadership
development programs and to better understand their evolution, goals and
impacts. These programs vary greatly in levels of impact, some providing
models to follow and continue building upon and others offering a learning
opportunity on what works and what doesn’t in the UAE particularly and
the region more generally. With a roundtable discussion on women’s
leadership development as a backdrop, which brought together experts from
three key sectors (private, public, academic), this policy brief reevaluates
women’s leadership development programs in the UAE. Through a diversity of perspectives, important questions regarding women’s leadership development are posed with the ultimate goal to present key recommendations to policy makers in the UAE about how to improve and strengthen such programs
rethinking.pdf Bowles, Hannah Riley. “
Claiming Authority: How Women Explain their Ascent to Top Business Leadership Positions”. (2012). Web.
Publisher's VersionAbstractCareer stories of 50 female executives from major corporations and high-growth entrepreneurial ventures suggest two alternative accounts of how women legitimize their claims to top leadership positions: navigating and pioneering. In navigating accounts, the women legitimized their claims to top authority positions by following well institutionalized paths of career advancement (e.g., high performance in line jobs) and self-advocating with the gatekeepers of the social hierarchy (e.g., bosses, investors). In pioneering accounts, the women articulated a strategic vision and cultivated a community of support and followership around their strategic ideas and leadership. The career stories suggested that, when the women’s authority claims were not validated, they engaged in narrative identity work to revise their aspirations and legitimization strategies. Sometimes narrative identity work motivated women to shift from one type of account to another, particularly from navigating to pioneering. Based on inductive analyses of these 50 career stories, I propose a process model of how women legitimize their claims to top leadership positions by recursively resetting career accounts as authority claims succeed or fail.
claiming_authority.pdf