Document Type

Article

Publication Date

8-2018

Publication Title

Professional Psychology Research and Practice

Volume

49

Abstract

Successfully landing and then negotiating for your first position is an exciting and challenging task. In this paper, we use a narrative review to present the literature on gender and negotiation with a focus on academic psychology work contexts. We highlight important differences between factors that are within the individual’s control vs. factors at the institutional or societal level. Drawing directly from the research literature, we make several recommendations for women trying to manage negotiation in contexts that are likely biased against them at the institutional and cultural level. For example, we recommend that women take steps to reduce situational ambiguity, use niceness and assertion strategically, and cognitive re-framing to improve performance. We also make parallel recommendations for institutions, to create a more equal playing field in employment negotiations in academia. We conclude with expert advice on how to manage the important task of negotiation throughout the career from successful psychologists to contextualize the research findings at the personal level.

Issue

4

First Page

282

Last Page

289

DOI

10.1037/pro0000204

ISSN

0735-7028

Rights

©American Psychological Association, 2018. This paper is not the copy of record and may not exactly replicate the authoritative document published in the APA journal. Please do not copy or cite without author's permission. The final article is available, upon publication, at: http://doi.org/10.1037/pro0000204

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