Ask and you shall Receive? Gender Differences in Negotiators' Beliefs about Requests for a Higher Salary
通过模拟谈判和访谈数据，研究男女在要求更高薪资时的信念差异，发现男性要求的薪资显著高于女性，且信念与要求金额相关。
Men and women have been shown to negotiate different salary amounts, but little research has investigated whether their behavior differs and how their beliefs might affect behavior. Using quantitative data from simulated negotiations and qualitative data from post-negotiation interviews, this study examines differences in the amounts of men's and women's salary requests and their beliefs about these requests. Qualitative data show differences in the nature of men's and women's beliefs about requesting a higher salary. Quantitative findings show that men made significantly larger salary requests than women and that beliefs were related to these requests. Theoretical implications are discussed.