tit for tat
:
Martin A. Nowak and Roger Highfield,
SuperCooperators: Altruism, Evolution, and Why We Need Each Other to
Succeed
(New York: Free Press, 2011), 36.
optimistic belief
:
Randy Pausch and Jeffrey Zaslow,
The Last Lecture
(New York: Hyperion, 2008), 145.
Abraham Lincoln
:
Doris Kearns Goodwin,
Team of Rivals: The Political Genius of Abraham Lincoln
(New York: Simon &
Schuster, 2006), 104.
men were earning substantially more money
:
Linda Babcock and Sara Laschever,
Women Don’t Ask: The High Cost of Avoiding
Negotiation—and Positive Strategies for Change
(New York: Bantam, 2007); Deborah A. Small, Michele Gelfand, Linda
Babcock, and Hilary Gettman, “Who Goes to the Bargaining Table? The Influence of Gender and Framing on the Initiation of
Negotiation,”
Journal of Personality and Social Psychology
93 (2007): 600–613.
large concessions
:
Emily T. Amanatullah, Michael W. Morris, and Jared R. Curhan, “Negotiators Who Give Too Much: Unmitigated
Communion, Relational Anxieties, and Economic Costs in Distributive and Integrative Bargaining,”
Journal of Personality and
Social Psychology
95 (2008): 723–738.
income penalty
:
Timothy A. Judge, Beth A. Livingston, and Charlice Hurst, “Do Nice Guys—and Gals—Really Finish Last? The Joint
Eff ects of Sex and Agreeableness on Income,”
Journal of Personality and Social Psychology
102 (2012): 390–407.
Studies in more controlled settings
:
Bruce Barry and Raymond A. Friedman, “Bargainer Characteristics in Distributive and
Integrative Negotiation,”
Journal of Personality and Social Psychology
74 (1998): 345–359.
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