Discussion: View Thread

Sponsor(s): (CM, OB)
Scheduled: Friday, Aug 3 2012 8:00AM - 10:00AM at Boston Park Plaza in Stuart Room

Organizer: Mara Olekalns; U. of Melbourne
Organizer: Carol T. Kulik; U. of South Australia
Presenter: Deborah M Kolb; Simmons College
Presenter: Hannah Riley Bowles; Harvard U.
Presenter: Robin Ely; Harvard U.
Presenter: Alice F Stuhlmacher; DePaul U.
Presenter: Victoria L Brescoll; Yale U.
Presenter: Corinne Alison Moss-Racusin; Rutgers U.
Presenter: Kathleen L. McGinn; Harvard U.

Although the social and economic backlash that women incur when they behave agentically is well documented, there continue to be gaps in our understanding of this phenomenon. Research has yet to systematically explore how women and organizations can offset or eliminate backlash, and researchers are yet to consider how this effect might vary across contexts. The focus of this PDW is on how women can improve their organizational outcomes through negotiation. By outcomes, we mean tangible outcomes such as obtaining the necessary resources for effective job performance and career progression and intangible social outcomes such as likability, trustworthiness and reputation. We define negotiation broadly to include the behaviors that women use to influence other people, shape organizational roles, impact organizational decisions, and gain access to organizational resources. Our central question is: how can women enact these negotiations so that they preserve or enhance their social outcomes? We anticipate that the answers are different depending on the negotiating context, because localized norms will define what behaviors are normative for women. Contextual norms may reflect national societal values, be reinforced by organizational value systems, and be embedded in organizational policies and practices.

Pre-registration is required for this workshop. To register online, please visit https://secure.aomonline.org/PDWReg. The deadline to register online is August 1, 2012.