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| Women Don't Ask? Studies on Gender and Negotiation in the West |
| LI Ying-tao |
| School of International Relations and Diplomacy, Beijing Foreign Studies University, Beijing 100089, China |
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Abstract The publication of The Art of Negotiation authored by Gerard I. Nierenberg in 1968 marks the founding of the modern Negotiation as a discipline. Although women and femininities appeared in classic books on Negotiation, gender analysis in negotiation began to be developed after the 1990s when feminism grew in academies. While the mainstream scholars continue to avoid discussing gender discrimination in their publications, a feminist perspective has entered the mainstream and affected the direction of negotiation studies. Among the studies on gender and negotiation, discussions on the second-generation discrimination practices are of significance; examples that are widely examined include "shadow negotiation", "women don't ask", the double binds which women have to face in negotiations, "women's sexual power in negotiations," and learning to negotiate is very important for women to balance their career and family. In sum, research findings have fully demonstrated the influence of gender on negotiation.
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Received: 19 January 2017
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2016, Vol. 0 
