number of female partners at, 15–16
Callahan-Levy, Charlene, 52
“denial of personal advantage,” 56, 78
car dealers: negotiations with women and Afri-
depression, 55; costs to society from, 55; high
can Americans, 148–149; women’s use of
incidence among women, 55; impact on
agents to negotiate for them, 115–116
psychological health and productivity, 55
career changes, x–xi
devaluation of women’s work. See women,
Carli, Linda, 105, 107
and devaluation of their work
Carpenter, Jan, 34–35
DiTillio, Amy, senior associate editor, Working
Catalyst, 82, 190n. 7
Mother magazine, 83
Cejka, Mary Ann, 66
divorce, xi–xii
chores: gender differences in children’s, 29–
Divorce Revolution, The: The Unexpected Social
30, 46–47; gender differences in lessons
and Economic Consequences for Women and
Children in America (Weitzman), xi–xii
taught by, 46–47; performed “for love,” 47;
Dollinger, Stephen, 117
performed for pay, 47
Domestic Tranquility: A Brief against Feminism
Clancy, Stephanie, 117
(Graglia), 100
CMGI Corporation, 92, 95
Dragon Tales (Sesame Workshop), 69
Committee of 200, 94; Business Leadership
Drucker, Peter, 176, 177
Index 2000, 94–95, 108
communal behavior, definition of, 63
Eagly, Alice, 66, 89
comparisons: gender divisions in earnings, 49;
earnings and expectations: in ambiguous situa-
importance of researching, 50, 60–61, 137–
tions, 59–60; gender differences in, 41–43;
138
relationship to pay satisfaction, 43
competition, women’s response to, 102–103
earnings and gender inequality, xii, 1–2, 5–7,
compliance behavior, taught to girls by forms
36–37, 41–43, 49, 59–60, 96, 131; influ-
of play, 34–35
ence of chores assigned to children, 47; neg-
concessions, in negotiation, 133
ative social impact of, 54–58
condoms, 183–184; use in Haiti, 183–184;
Eckert, Penelope, 46
use in the United States, 184
economic power: international differences in
“Constraints on Excellence” (Epstein), 153–
average earnings of women compared to
154
men, 95; women’s compared to men’s, 24–
constraints on women’s effectiveness as negoti-
25
ators, 148–150
Emrich, Cynthia, 7
Coolidge, Gloria, 119, 122
entitlement: gender gaps in, 67, 71; women’s
Costa, Paul, Jr., 117
low sense of, 51–54, 58–60, 64, 155–157
218
I N D E X
Epstein, Cynthia Fuchs, 57, 153–154
Gneezy, Uri, 102
Ernst and Young, 82–83
goals: gender differences in negotiation, 132,
Evangelista, Linda, 98
134, 142–143; impact on results in negotia-
expectations: impact on pay satisfaction, 43;
tion, 132–133; importance of in negotia-
influence of others’ expectations on behav-
tion, 134; usefulness of guidelines to elimi-
ior, 72–73, 74–75; self-fulfilling, 66, 74
nate gender differences in negotiation, 59–
61, 137–138
Faludi, Susan, 96–97, 98, 100
Goldin, Claudia, 94
fear of asking, 112–113; and relationships,
Goodnow, Jacqueline, 29–30, 46–47
116–118
Graglia, F. Carolyn, 100
“Feminism Is Bad for Women’s Health Care,”
“Great Place to Work for Women” initiative,
Wall Street Journal, 100
82
feminists, demonization of, 100
Growth and Leadership Center, 85, 86
Fiorina, Carly, 93
first offers, importance of in negotiation, 132–
Haiti, studies of HIV/AIDS epidemic, 184
133
Hallock, Kevin, 92
Fisher, Roger, 123–124, 127, 167
Halpern, Jennifer, 168–169
Fiske, Susan, 110
Harvard Test of Inflected Acquisition (Har-
Fitt, Lawton Whehle, 152–153
vard TIA), 72–73
Healey, Bernadine, 162
fundamental attribution error, 159
Heffernan, Margaret, 92, 95, 178
Heilman, Madeline, 78, 91, 93
Gagnon, Diana, 52–53, 59, 64
Helgesen, Sally, 168
Galinsky, Adam, 75
Hewlett, Sylvia Ann, 103
Gallanter, Joanna Rees, 56
HIV/AIDS, 183–184
Gelfand, Michele, 2–3, 114
Hollands, Jean, 85
gender norms. See gender roles
Holt, Wilma, 35
gender roles, 63–64; and adult expectations,
Hopkins, Ann, 110–111
72–75; in computer games, 70–71; and con-
hormone replacement therapy, 162–163
straints on men, 86–87; freedom for
housework, 180–183; effects on women’s
women within, 154–157, 157–159; and job
health, 180–182; gender differences in dis-
segregation, 65–66; lack of resistance to,
tribution of, 180–181
76–77; origins of, 64; penalties for vio-
human capital, 44, 56. See also Deloitte and
lating, 85–104; perpetuation of, 66–67; and
Touche, “human capital” group
sexual satisfaction, 64–65; social impor-
Human Equation, The: Building Profits by Put-
tance of abiding by, 71–72; and socializa-
ting People First (Pfeffer), 57, 176
tion of children, 28–31, 67–72, 76. See also
Huston, Aletha, 34–35
gender stereotypes
gender schemas, 27–33
I-deals, x
gender stereotypes, 62–63, 67, 110–111;
“imposter syndrome,” 77–78
changing, 81–87; effects on test perfor-
influence, gender differences in: how styles
mance, 79–80; perpetuation of, 74–75. See
are interpreted, 89–91; importance for
also gender roles; “stereotype threat”
women of being likeable, 87–89; impor-
Gerhart, Barry, 130–131
tance for women of being nice, 85–87, 87–
Get Paid What You’re Worth: The Expert Negoti-
89; importance for women of a “social,
ators’ Guide to Salary and Compensation (Pin-
kley and Northcraft), 6
friendly style,” 105–108
Getting to Yes (Fisher and Ury), 123–124, 167
influence attempts, gender differences in num-
Gist, Marilyn, 142–143
ber, 141
Gladwell, Malcolm, 13–14
influence styles: dominant, 105; social, 105;
Glick, Marion, 117
submissive, 105; task-oriented, 105. See
Glick, Peter, 106, 107
also leadership styles
219
I N D E X
initiation of negotiation, gender differences in,
McCrae, Robert, 117
&nb
sp; 1–4, 5–7, 9–10
McEwen, Bruce S., 181
Instone, Debra, 141
McFarlin, Dean, 52–53, 59, 64
McGinn, Kathleen, 59–60, 130, 132–133,
Jacobson, Lenore, 72–73
134, 137–138, 156–157
Johnson, Gea, 99
McGuire, Claire, 117
Jost, John, 76, 77
McGuire, William, 117
Joyce, Diane, 96–97
media, the: anti-female/feminism messages in,
71, 100; citations of women as experts in
Kahn, Lawrence, 95
business and economic newscasts, 68. See
Kanter, Rosabeth Moss, 16, 92
also men’s magazines; women’s magazines
Khurana, Rakesh, 91
men, and negotiation. See negotiation, gender
Klein, Laura, 161
differences in
Kling, Kristen, 71
Men and Women of the Corporation (Kanter),
Klonsky, Bruce, 89
92
Kolb, Deborah, 119, 122, 123, 173, 175
men’s magazines, 65
Konar, Ellen, 42
mentors, 36, 152–153
Krawcheck, Sally, 108
mergers and acquisitions, impact on workers’
Kray, Laura, 75
lives, x
Kuhn, Elizabeth, 158–159
meritocracy, women’s expectations of, 33
Messe, Lawrence, 52
LaFleur, Suzanne, 105
Milken, Michael, 98
Lane, David, 7
Miller, Jean Baker, 122, 179
Lashinsky, Adam, 93
“molehills become mountains,” 7–8. See also
Leadership (Burns), 178
“accumulation of disadvantage”; Valian, Vir-
leadership styles: advantages of female ap-
ginia
proaches, 176–179; democratic versus auto-
Molina, Sue, 82
cratic approaches, 89, 177; differences in re-
“mommy tax,” 44
sponses to, 89–91; gender differences in,
Myers-Briggs scale, 19
177; obsolescence of command-and-control
approaches, x, 176–178
Naisbitt, John, 179
Lenney, Ellen, 142
negotiation: as a collaborative process, ix;
Lober, Christopher, 105
about condom use, 183–185; and conflict,
locus of control, 23–27; external, 23; internal,
119–123; and dangers in ignoring relation-
23
ship aspects, 171–172; distributive or one-
“logrolling,” 166, 172, 173
issue, 130, 166; emotion in, 125–126; at
home, 183; and the importance of goals,
Maccoby, Eleanor, 67
131–134, 142–143, 146–147; initiation of,
Madson, Laura, 118
1–4, 6, 7, 10; integrative or multi-issue,
Major, Brenda, 42, 52–53, 59, 64, 141
166–167; and “logrolling,” 166, 172; meta-
Make Way for Ducklings, 69
phors used to describe, 115; moving from
Makhijani, Mona, 89
conflict to collaboration, 123–126; and the
Malhorta, Deepak, 6
“mythical fixed-pie bias,” 166–167, 172,
management styles, x, 36, 37, 57–58, 81,
179; and “negotiation apprehension,” 113–
110, 176–179; and the evaluation system,
114, 115–116; and “negotiation jujitsu,”
109; importance of putting people first,
127–129, 174; and a new job, 1–2, 5–6;
176; need for new approaches, 176; value
percentage of women who say they never
of tacit knowledge, 177
negotiate, 10; and positions versus inter-
managers, advice for. See advice for managers
ests, 124, 166–167; reframing the interac-
Martin, Beth, 42
tion, 127–128; and relationship goals, 123–
masculinity, defined as being a good bread-
126; research focus on process and tactics,
winner, 98
10; and self-management training, 140–
220
I N D E X
144; and “stepping to their side,” 127, 174;
play activities: gender differences among chil-
and use of agents, 115–116, 126. See also
dren’s play activities, 120–121; impact of
negotiation, gender differences in; salary ne-
structured and unstructured forms of play,
gotiations; women, and negotiation
34–35, 120–121; and “toy-coding,” 69–70
negotiation, gender differences in: approaches
political power, women’s compared to men’s,
to, 31–32, 53–54, 119, 167–169; attitudes
24–25
toward acceptance versus advancement,
Powerpuff Girls, 70
119; goals, 132, 134, 142–143; initiation
Price of Motherhood, The: Why the Most Im-
of, 1–4, 6, 7, 10; men’s disadvantages in,
portant Job in the World Is Still the Least Val-
171–172; possible interpretations of, 189–
ued (Crittenden), 44
190n. 5.; results, 130–131, 137–138, 142–
punishment for violating gender norms. See
144, 170, 172–3; self-confidence and per-
gender roles, penalties for violating
ceptions of self-efficacy, 140–142. See also
Purohit, Devarat, 116
advocacy, and negotiation
networks, 151; friendship networks, 151–
Racine, Jean, 99–100
152; and gender segregation, 151–152; in-
“recognition of opportunity” scale, 19–20,
strumental networks, 151–152; and strong
38–39
ties, 152; and “structural holes,” 153; and
Reinventing the Corporation (Naisbitt and Abur-
weak ties, 152
dene), 179
Neumark, David, 94
relationships: importance to women, 117–
Newsweek, 68
119, 122; women’s fear of damaging, 119–
Newton, Derek, 152–153
122. See also women, and importance of re-
New York City, and crime reduction, 13–14
lationships
New York Times, The, 162
Return to Modesty, A: Discovering the Lost Vir-
New York Times Magazine, The (“Women and
tue (Shalit), 100
Power” issue), 78
Ridgeway, Cecilia, 105–106, 107
Niederle, Muriel, 102
Riley, Hannah, 59–60, 130, 132–133, 134,
Northcraft, Gregory B., 6, 8
137–138, 156–157, 170, 172–173
Nutt, Roberta, 86
risk assessment, 135–136
risk-taking, gender differences in, 138–140
O magazine, 64
role liberation, 157–159
occupational segregation by gender, 65–66
Ropp, Stacy, 78
optimism: impact on goal-setting and results
Rosener, Judith, 97, 178–179
in negotiation, 135–136; risks of excessive
Rosenthal, Robert, 72–73
optimism for men, 136
Rouse, Cecilia, 94
Orenstein, Peggy, 30, 77–78
Rudman, Laurie, 88–89, 106, 107
organizational structure, changes in, x, 178
rule-following, gender differences in, 34–35
“outsider effect,” 25
Rustichini, Aldo, 102
oxytocin, 161–162
Rynecki, David,
108
Rynes, Sara, 130
“paradox of the contented female worker,”
41–42
salary. See earnings and gender inequality; sal-
parents, advice for. See advice for parents; so-
ary information web sites
cialization of children
Parks, Judi McLean, 168–169
salary information web sites, 60
pay allocation.
salary negotiations, 1–2, 5–6, 8–9, 31–32,
See entitlement
penalties for violating gender roles. See gender
41–42, 53, 59–60, 119, 130–131, 142–
roles, penalties for violating
144, 155–157
performance evaluations, and the gender gap.
Sanger, Steve, 83
See women, and devaluation of their work
Schein, Virginia, 90
Pfeffer, Jeffrey, 57, 176, 177
Schein Descriptive Index, 90–91, 92
Pinkley, Robin L., 6, 8
Schindler, Oskar, 160
221
I N D E X
Schoolgirls: Young Women, Self-Esteem, and the
Stevens, Kay, 142–143
Confidence Gap (Orenstein), 30, 77–78
stress, 180–181. See also stress response
Searching for a Corporate Savior: The Irrational
stress response: “fight or flight” response,
Quest for Charismatic CEOs (Khurana), 91
160–161; “tend and befriend” response,
Secrets of Power Negotiating (Dawson), 167
161–162
self-assertion, taught to boys by forms of play,
“structural holes.” See networks, and struc-
34–35
tural holes
self-confidence, 71–72, 122, 140–142, 142–
144; context dependency of, 142; and in-
“tacit knowledge,” and management ability,
fluence attempts, 141; and response to feed-
177
back, 51–52
Talking from 9 to 5: Women and Men in the self-esteem, 71–72, 122. See also self-confi-Workplace: Language, Sex and Power (Tan-
dence
nen), 33, 120–121
self-image. See self-schemas
Tannen, Deborah, 33, 120–121
self-management training, 143–144
targets, in negotiations. See goals
self-promotion, 88–89
Taylor, Sarah, 117
self-schemas, 117–119, 122; independent,
Taylor, Shelley, 161
118; interdependent, 118
testosterone: and dominance behaviors, 139–
Senge, Peter, 176, 177
140; and the “fight or flight” response, 161
sensation-seeking, scales measuring, 138. See
Thatcher, Margaret, 25
also Zuckerman, Marvin
Thompson, Leigh, 75, 167
Sesame Workshop, 69
Tierney, Thomas, 109
Sex and the City, 103–104
Time, 68
Sex Differences in Social Behavior: A Social Role