Большая книга переговоров. Ричард Шелл
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Название: Большая книга переговоров

Автор: Ричард Шелл

Издательство: Альпина Диджитал

Жанр: Маркетинг, PR, реклама

Серия:

isbn: 978-5-9614-3234-3

isbn:

СКАЧАТЬ были получены и в исследованиях спортивной индустрии. См.: Bill King, "Survey: Why Women Choose Not to Negotiate Salary in Sports," Sports Business Journal, September 11–17, 2017, p. 1.

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      D. M. Kolb and J. Williams, The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success (New York: Simon & Schuster, 2000).

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      Вместе с боязнью вызвать негативную реакцию действует и второй, менее осознаваемый фактор, влияющий на поведение женщины на переговорах, – так называемая угроза подтверждения стереотипа. Если женщины непосредственно перед переговорами сталкиваются с напоминанием о стереотипах относительно половых поведенческих особенностей, это может отрицательно повлиять на результаты торга. См.: Laura J. Kray, Leigh Thompson, and Adam Galinsky, "Battles of the Sexes: Gender Stereotype Confi rmation and Reactance in Negotiations," Journal of Personality and Social Psychology, Vol. 80, No. 6 (2001), pp. 942–58; Laura J. Kray, Adam Galinsky, and Leigh Thompson, "Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration," Organizational Behavior and Human Decision Processes, Vol. 87, No. 2 (2002), pp. 386–409.

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