{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,10,13]],"date-time":"2026-10-13T16:51:44Z","timestamp":1791910304680,"version":"4.3.4"},"reference-count":44,"publisher":"Elsevier BV","license":[{"start":{"date-parts":[[2027,2,1]],"date-time":"2027-02-01T00:00:00Z","timestamp":1801440000000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.elsevier.com\/tdm\/userlicense\/1.0\/"},{"start":{"date-parts":[[2027,2,1]],"date-time":"2027-02-01T00:00:00Z","timestamp":1801440000000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.elsevier.com\/legal\/tdmrep-license"},{"start":{"date-parts":[[2027,2,1]],"date-time":"2027-02-01T00:00:00Z","timestamp":1801440000000},"content-version":"stm-asf","delay-in-days":0,"URL":"https:\/\/doi.org\/10.15223\/policy-017"},{"start":{"date-parts":[[2027,2,1]],"date-time":"2027-02-01T00:00:00Z","timestamp":1801440000000},"content-version":"stm-asf","delay-in-days":0,"URL":"https:\/\/doi.org\/10.15223\/policy-037"},{"start":{"date-parts":[[2027,2,1]],"date-time":"2027-02-01T00:00:00Z","timestamp":1801440000000},"content-version":"stm-asf","delay-in-days":0,"URL":"https:\/\/doi.org\/10.15223\/policy-012"},{"start":{"date-parts":[[2027,2,1]],"date-time":"2027-02-01T00:00:00Z","timestamp":1801440000000},"content-version":"stm-asf","delay-in-days":0,"URL":"https:\/\/doi.org\/10.15223\/policy-029"},{"start":{"date-parts":[[2027,2,1]],"date-time":"2027-02-01T00:00:00Z","timestamp":1801440000000},"content-version":"stm-asf","delay-in-days":0,"URL":"https:\/\/doi.org\/10.15223\/policy-004"}],"content-domain":{"domain":["elsevier.com","sciencedirect.com"],"crossmark-restriction":true},"short-container-title":["Current Opinion in Psychology"],"published-print":{"date-parts":[[2027,2]]},"DOI":"10.1016\/j.copsyc.2026.102465","type":"journal-article","created":{"date-parts":[[2026,10,5]],"date-time":"2026-10-05T16:11:48Z","timestamp":1791216708000},"page":"102465","update-policy":"https:\/\/doi.org\/10.1016\/elsevier_cm_policy","source":"Crossref","is-referenced-by-count":0,"special_numbering":"C","title":["When and why women ask (or do not): Taking stock of research on gender differences in negotiation propensity, behavior, and outcomes"],"prefix":"10.1016","volume":"73","author":[{"ORCID":"https:\/\/orcid.org\/0000-0003-0951-0595","authenticated-orcid":false,"given":"Julia B.","family":"Bear","sequence":"first","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]},{"ORCID":"https:\/\/orcid.org\/0000-0003-3579-6857","authenticated-orcid":false,"given":"Jens","family":"Mazei","sequence":"additional","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]},{"ORCID":"https:\/\/orcid.org\/0000-0002-0490-7035","authenticated-orcid":false,"given":"Joachim","family":"H\u00fcffmeier","sequence":"additional","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]},{"given":"Eva","family":"Paruch","sequence":"additional","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]}],"member":"78","reference":[{"key":"10.1016\/j.copsyc.2026.102465_bib1","article-title":"Gender pay gap in U.S. has narrowed slightly over 2 decades","author":"Fry","year":"2025","journal-title":"Pew Res Cent"},{"key":"10.1016\/j.copsyc.2026.102465_bib2","doi-asserted-by":"crossref","first-page":"11","DOI":"10.5465\/amd.2022.0021","article-title":"Now, women do ask: a call to update beliefs about the gender pay gap","volume":"10","author":"Kray","year":"2024","journal-title":"Acad Manag Discov"},{"key":"10.1016\/j.copsyc.2026.102465_bib3","doi-asserted-by":"crossref","first-page":"935","DOI":"10.1287\/orsc.2022.1629","article-title":"What's race got to do with it? The interactive effect of race and gender on negotiation offers and outcomes","volume":"34","author":"Leigh","year":"2023","journal-title":"Organ Sci"},{"key":"10.1016\/j.copsyc.2026.102465_bib4","doi-asserted-by":"crossref","first-page":"2399","DOI":"10.1287\/orsc.2023.17883","article-title":"Setting up the gap? Gender differences in initial salary offers in hiring","volume":"36","author":"Wang","year":"2025","journal-title":"Organ Sci"},{"key":"10.1016\/j.copsyc.2026.102465_bib5","series-title":"Women don't ask: negotiation and the gender divide","author":"Babcock","year":"2003"},{"key":"10.1016\/j.copsyc.2026.102465_bib6","doi-asserted-by":"crossref","first-page":"600","DOI":"10.1037\/0022-3514.93.4.600","article-title":"Who goes to the bargaining table? The influence of gender and framing on the initiation of negotiation","volume":"93","author":"Small","year":"2007","journal-title":"J Pers Soc Psychol"},{"key":"10.1016\/j.copsyc.2026.102465_bib7","doi-asserted-by":"crossref","first-page":"951","DOI":"10.1037\/0022-3514.89.6.951","article-title":"Constraints and triggers: situational mechanics of gender in negotiation","volume":"89","author":"Bowles","year":"2005","journal-title":"J Pers Soc Psychol"},{"key":"10.1016\/j.copsyc.2026.102465_bib8","doi-asserted-by":"crossref","first-page":"256","DOI":"10.1037\/a0017094","article-title":"Negotiating gender roles: gender differences in assertive negotiating are mediated by women's fear of backlash and attenuated when negotiating on behalf of others","volume":"98","author":"Amanatullah","year":"2010","journal-title":"J Pers Soc Psychol"},{"key":"10.1016\/j.copsyc.2026.102465_bib9","doi-asserted-by":"crossref","first-page":"1655","DOI":"10.1037\/apl0000867","article-title":"The dynamics of gender and alternatives in negotiation","volume":"106","author":"Dannals","year":"2021","journal-title":"J Appl Psychol"},{"key":"10.1016\/j.copsyc.2026.102465_bib10","doi-asserted-by":"crossref","first-page":"819","DOI":"10.1037\/xge0001886","article-title":"Explaining gender differences in negotiation: a close replication of Amanatullah and Morris (2010)","volume":"155","author":"Mazei","year":"2026","journal-title":"J Exp Psychol Gen"},{"key":"10.1016\/j.copsyc.2026.102465_bib11","doi-asserted-by":"crossref","DOI":"10.1073\/pnas.2523202123","article-title":"People prefer to negotiate with women, even when outcomes are identical and gender is unknown","volume":"123","author":"Townsend","year":"2026","journal-title":"Proc Natl Acad Sci"},{"key":"10.1016\/j.copsyc.2026.102465_bib12","doi-asserted-by":"crossref","first-page":"1557","DOI":"10.1093\/qje\/qjae004","article-title":"The role of the ask gap in gender pay inequality","volume":"139","author":"Roussille","year":"2024","journal-title":"Q J Econ"},{"key":"10.1016\/j.copsyc.2026.102465_bib13","doi-asserted-by":"crossref","first-page":"1145","DOI":"10.1037\/apl0001138","article-title":"Asking for less (but receiving more): women avoid impasses and outperform men when negotiators have weak alternatives","volume":"109","author":"Ma","year":"2024","journal-title":"J Appl Psychol"},{"key":"10.1016\/j.copsyc.2026.102465_bib14","doi-asserted-by":"crossref","first-page":"199","DOI":"10.1146\/annurev-orgpsych-012420-055523","article-title":"When gender matters in organizational negotiations","volume":"9","author":"Bowles","year":"2022","journal-title":"Ann Rev Organ Psychol Organ Behav"},{"key":"10.1016\/j.copsyc.2026.102465_bib15","doi-asserted-by":"crossref","DOI":"10.1016\/j.joep.2024.102786","article-title":"Closing the gender negotiation gap: the power of entitlements","volume":"106","author":"Demiral","year":"2025","journal-title":"J Econ Psychol"},{"key":"10.1016\/j.copsyc.2026.102465_bib16","doi-asserted-by":"crossref","first-page":"198","DOI":"10.1037\/bul0000135","article-title":"Gender differences in the initiation of negotiations: a meta-analysis","volume":"144","author":"Kugler","year":"2018","journal-title":"Psychol Bull"},{"key":"10.1016\/j.copsyc.2026.102465_bib17","doi-asserted-by":"crossref","DOI":"10.1037\/apl0001360","article-title":"The implications of pay range transparency on job application preferences and negotiations","author":"Lee","year":"2026","journal-title":"J Appl Psychol"},{"key":"10.1016\/j.copsyc.2026.102465_bib18","doi-asserted-by":"crossref","first-page":"85","DOI":"10.1037\/a0038184","article-title":"A meta-analysis on gender differences in negotiation outcomes and their moderators","volume":"141","author":"Mazei","year":"2015","journal-title":"Psychol Bull"},{"key":"10.1016\/j.copsyc.2026.102465_bib19","doi-asserted-by":"crossref","first-page":"862","DOI":"10.1111\/ecin.12060","article-title":"Gender differences in experimental wage negotiations","volume":"52","author":"Dittrich","year":"2014","journal-title":"Econ Inq"},{"key":"10.1016\/j.copsyc.2026.102465_bib20","doi-asserted-by":"crossref","first-page":"743","DOI":"10.1177\/0956797612442393","article-title":"Negotiation topic as a moderator of gender differences in negotiation","volume":"23","author":"Bear","year":"2012","journal-title":"Psychol Sci"},{"key":"10.1016\/j.copsyc.2026.102465_bib21","doi-asserted-by":"crossref","first-page":"3445","DOI":"10.1177\/00332941241287422","article-title":"Gender and professional identities in businesswomen's negotiation","volume":"129","author":"Cheng","year":"2026","journal-title":"Psychol Rep"},{"key":"10.1016\/j.copsyc.2026.102465_bib22","doi-asserted-by":"crossref","first-page":"942","DOI":"10.1037\/0022-3514.80.6.942","article-title":"Battle of the sexes: gender stereotype confirmation and reactance in negotiations","volume":"80","author":"Kray","year":"2001","journal-title":"J Pers Soc Psychol"},{"key":"10.1016\/j.copsyc.2026.102465_bib23","doi-asserted-by":"crossref","first-page":"322","DOI":"10.1111\/ncmr.12153","article-title":"Negotiation contexts: how and why they shape women's and men's decision to negotiate","volume":"12","author":"Reif","year":"2019","journal-title":"Negot Confl Manag Res"},{"key":"10.1016\/j.copsyc.2026.102465_bib24","doi-asserted-by":"crossref","first-page":"47","DOI":"10.1111\/j.1750-4716.2010.00072.x","article-title":"\u201cPassing the buck\u201d: incongruence between gender role and topic leads to avoidance of negotiation","volume":"4","author":"Bear","year":"2011","journal-title":"Negot Confl Manag Res"},{"key":"10.1016\/j.copsyc.2026.102465_bib25","doi-asserted-by":"crossref","first-page":"1645","DOI":"10.5465\/amj.2017.1497","article-title":"Reconceptualizing what and how women negotiate for career advancement","volume":"62","author":"Bowles","year":"2019","journal-title":"Acad Manag J"},{"key":"10.1016\/j.copsyc.2026.102465_bib26","doi-asserted-by":"crossref","first-page":"84","DOI":"10.1016\/j.obhdp.2006.09.001","article-title":"Social incentives for gender differences in the propensity to initiate negotiations: sometimes it does hurt to ask","volume":"103","author":"Bowles","year":"2007","journal-title":"Organ Behav Hum Decis Process"},{"key":"10.1016\/j.copsyc.2026.102465_bib27","doi-asserted-by":"crossref","first-page":"163","DOI":"10.1177\/0361684316679652","article-title":"Negotiating femininity: Gender-relevant primes improve women's economic performance in gender role incongruent negotiations","volume":"41","author":"Bear","year":"2017","journal-title":"Psychol Women Q"},{"key":"10.1016\/j.copsyc.2026.102465_bib28","doi-asserted-by":"crossref","first-page":"2069","DOI":"10.1093\/qje\/qjad017","article-title":"Gender differences in job search and the earnings gap: evidence from the field and lab","volume":"138","author":"Cort\u00e9s","year":"2023","journal-title":"Q J Econ"},{"key":"10.1016\/j.copsyc.2026.102465_bib29","doi-asserted-by":"crossref","DOI":"10.1016\/j.obhdp.2023.104279","article-title":"The interplay of gender and perceived sexual orientation at the bargaining table: a social dominance and intersectionalist perspective","volume":"179","author":"Desai","year":"2023","journal-title":"Organ Behav Hum Decis Process"},{"key":"10.1016\/j.copsyc.2026.102465_bib30","doi-asserted-by":"crossref","first-page":"651","DOI":"10.1002\/job.2357","article-title":"Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures","volume":"40","author":"Shan","year":"2019","journal-title":"J Organ Behav"},{"key":"10.1016\/j.copsyc.2026.102465_bib31","doi-asserted-by":"crossref","DOI":"10.1016\/j.obhdp.2022.104190","article-title":"Agentic but not warm: Age-gender interactions and the consequences of stereotype incongruity perceptions for middle-aged professional women","volume":"173","author":"Chatman","year":"2022","journal-title":"Organ Behav Hum Decis Process"},{"key":"10.1016\/j.copsyc.2026.102465_bib32","doi-asserted-by":"crossref","first-page":"199","DOI":"10.1006\/obhd.1999.2843","article-title":"The influence of physical attractiveness and gender on ultimatum game decisions","volume":"79","author":"Solnick","year":"1999","journal-title":"Organ Behav Hum Decis Process"},{"key":"10.1016\/j.copsyc.2026.102465_bib33","article-title":"Powering your interaction","author":"Giner Sorrola","year":"2018","journal-title":"Approaching Significance Methodol Blog Soc Psychol"},{"key":"10.1016\/j.copsyc.2026.102465_bib34","doi-asserted-by":"crossref","first-page":"353","DOI":"10.1177\/0361684316634081","article-title":"The times they are a-changing \u2026 or are they not? A Comparison of Gender Stereotypes, 1983\u20132014","volume":"40","author":"Haines","year":"2016","journal-title":"Psychol Women Q"},{"key":"10.1016\/j.copsyc.2026.102465_bib35","doi-asserted-by":"crossref","first-page":"301","DOI":"10.1037\/amp0000494","article-title":"Gender stereotypes have changed: a cross-temporal meta-analysis of U.S. public opinion polls from 1946 to 2018","volume":"75","author":"Eagly","year":"2020","journal-title":"Am Psychol"},{"key":"10.1016\/j.copsyc.2026.102465_bib36","doi-asserted-by":"crossref","first-page":"987","DOI":"10.1037\/bul0000343","article-title":"Gender, \u201cmasculinity,\u201d and \u201cfemininity\u201d: a meta-analytic review of gender differences in agency and communion","volume":"147","author":"Hsu","year":"2021","journal-title":"Psychol Bull"},{"key":"10.1016\/j.copsyc.2026.102465_bib37","unstructured":"This paper challenged the long-standing \u201cwomen don't ask\u201d narrative. The authors report that negotiation propensity has increased over time for both men and women, but more so for women, such that, now, women's negotiation propensity is greater than that of men."},{"key":"10.1016\/j.copsyc.2026.102465_bib38","unstructured":"This study examined the gender gap in salary offers as opposed to salary requests. The authors report a 5.5% gender offer gap while controlling for employer, occupation, location etc. Additional evidence suggests that the gender offer gap is larger in masculine-typed occupations compared to feminine-typed occupations."},{"key":"10.1016\/j.copsyc.2026.102465_bib39","unstructured":"This close replication (N = 250\u2013515, depending on the main analysis) of the original study by Amanatullah and Morris [8] (N = 59), showed a main effect of gender on salary requests. Moreover, the replication revealed anticipated backlash to be a mediator of the main effect of gender on salary requests. It did not replicate interactions involving gender and advocacy to predict anticipated backlash or salary requests."},{"key":"10.1016\/j.copsyc.2026.102465_bib40","unstructured":"Across multiple experimental negotiation studies, the authors found that women were consistently rated as more likable negotiation counterparts, and that negotiators with female counterparts reported greater satisfaction and desire to negotiate and\/or to work with their counterparts again (compared to those with male counterparts). The authors also reported no gender differences in economic outcomes across the studies."},{"key":"10.1016\/j.copsyc.2026.102465_bib41","unstructured":"Using archival data from an employment platform in which job seekers had to report a salary request, the author reported that female job seekers made lower salary requests compared to male job seekers, resulting in lower employer bids and final salary offers in response. When the website mechanism changed such that it automatically populated a median salary (per corresponding position) as the initial salary request, gender differences disappeared for the responding bid and also the final salary offer, indicating that women did not experience backlash for the higher initial ask amounts."},{"key":"10.1016\/j.copsyc.2026.102465_bib42","unstructured":"This empirical study measured gender differences in negotiation performance while taking into account the cost of impasses. The findings suggest that women avoid impasses more often than men, which improves women's performance and reduces gender disparities when negotiators have weak alternatives."},{"key":"10.1016\/j.copsyc.2026.102465_bib43","unstructured":"This empirical study found that the level of transparency in the candidate selection process impacts negotiation behavior. The study compared gender differences in three types of hiring selection methods: luck-based, unknown, and merit-based. In luck-based selection, men are more likely to negotiate. In the unknown selection process, there was no gender difference. In merit-based selection, women were more likely to negotiate."},{"key":"10.1016\/j.copsyc.2026.102465_bib44","unstructured":"A series of studies found that pay range width in job listings impacts women's and men's job application and salary negotiation behavior. Specifically, due to women's higher risk aversion, they prefer narrow pay ranges compared to men, which is associated with lower assertiveness in negotiation. The authors suggest this may be one of the causes of the gender pay gap."}],"container-title":["Current Opinion in Psychology"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S2352250X26002046?httpAccept=text\/xml","content-type":"text\/xml","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S2352250X26002046?httpAccept=text\/plain","content-type":"text\/plain","content-version":"vor","intended-application":"text-mining"}],"deposited":{"date-parts":[[2026,10,13]],"date-time":"2026-10-13T16:25:11Z","timestamp":1791908711000},"score":1,"resource":{"primary":{"URL":"https:\/\/linkinghub.elsevier.com\/retrieve\/pii\/S2352250X26002046"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2027,2]]},"references-count":44,"alternative-id":["S2352250X26002046"],"URL":"https:\/\/doi.org\/10.1016\/j.copsyc.2026.102465","relation":{},"ISSN":["2352-250X"],"issn-type":[{"value":"2352-250X","type":"print"}],"subject":[],"published":{"date-parts":[[2027,2]]},"assertion":[{"value":"Elsevier","name":"publisher","label":"This article is maintained by"},{"value":"When and why women ask (or do not): Taking stock of research on gender differences in negotiation propensity, behavior, and outcomes","name":"articletitle","label":"Article Title"},{"value":"Current Opinion in Psychology","name":"journaltitle","label":"Journal Title"},{"value":"https:\/\/doi.org\/10.1016\/j.copsyc.2026.102465","name":"articlelink","label":"CrossRef DOI link to publisher maintained version"},{"value":"article","name":"content_type","label":"Content Type"},{"value":"\u00a9 2026 Elsevier Ltd. All rights are reserved, including those for text and data mining, AI training, and similar technologies.","name":"copyright","label":"Copyright"}],"article-number":"102465"}}