Ask for It: The Impact of Self-Esteem, Situational Characterization, and Gender on the Propensity to Initiate Negotiation
This study analyzes the impact of self-esteem (high vs. low), situational characterization ("negotiate" vs. "ask"), and gender (men vs. women) on the likelihood an individual initiates negotiation (n = 140). Self-esteem was primed with a prompt and the participants were told the...
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| Format: | Others |
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Scholarship @ Claremont
2009
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| Online Access: | http://scholarship.claremont.edu/cmc_theses/225 http://scholarship.claremont.edu/cgi/viewcontent.cgi?article=1229&context=cmc_theses |