Negotiate WELL Project

• Bowles, H. R., Mazei, J., & Liu, H. (2024). "When” versus “whether” gender/sex differences: Insights from psychological research on negotiation, risk taking, and leadership. Perspectives on Psychological Science, 17456916241231584. 
• Bowles, H. R., Thomason, B., & Macias-Alonso, I. (2022). When gender matters in organizational negotiations. Annual Review of Organizational Psychology and Organizational Behavior, 9(1), 199 223.
• Bowles, H. R., Thomason, B. & Bear, J. B. (2019). Reconceptualizing what and how women negotiate for career advancement. Academy of Management Journal, 62(6), 1645–1671.
  • Winner of 2020 Rosabeth Moss Kanter Award for Excellence in Work-Family Research
  • Top 4 “Most Read Articles” in the Academy of Management Journal
• Al Dabbagh, M., Bowles, H. R., & Thomason, B. (2016). Status reinforcement in emerging economies: The psychological experience of local candidates striving for global employment. Organization Science, 27(6), 1453-1471.
• Bowles, H. R., & Babcock, L. (2013). How can women escape the compensation negotiation dilemma? Relational accounts are one answer. Psychology of Women Quarterly, 37(1), 80–96.
• Bowles, H. R. (2012). Claiming authority: How women explain their ascent to top business leadership positions. Research in Organizational Behavior, 32, 189-212.
• Bowles, H. R. & Flynn, F. (2010). Gender and persistence in negotiation: A dyadic perspective. Academy of Management Journal, 53, 4, 769–787.
• Bowles, H. R., & McGinn, K. L. (2008). Bowles, H. R., & McGinn, K. L. (2008). Negotiation Journal, 24, 393-410.
• Bowles, H. R., & McGinn, K. L. (2008). Untapped potential in the study of negotiation and gender inequality in organizations. In J. P. Walsh & A. Brief (Eds.), Academy of Management Annals (Vol. 2, pp. 99-132). New York: Routledge.
• Bowles, H. R., Babcock, L., & Lai, L. (2007). Social incentives for gender differences in the propensity to initiate negotiation: Sometimes it does hurt to ask. Organizational Behavior and Human Decision Processes, 103, 84-103.
  • Winner of 2015 Most Influential Article Award, AOM Conflict Management Division
• Bowles, H.R., Babcock, L., & McGinn, K. L. (2005). Constraints and triggers: Situational mechanics of gender in negotiation. Journal of Personality and Social Psychology, 89, 951-965.

Find links to cases, a workbook, videos, slides, background readings, and teaching notes on the Harvard Kennedy School CASE webpage to facilitate in-class or asynchronous instruction. 

See links below to webinars on gender in negotiation:

• When Gender Matters in Organizational Negotiations (2022). Program on Negotiation at Harvard Law School. (60 mins)
• When Gender Matters in Negotiation (2022). Office of the Vice Provost for Advances in Learning, Harvard Initiative for Learning & Teaching (HILT). (56 mins)
• When Gender Matters... The Case of Advocacy for Self versus Other. (2023) Hannah Riley Bowles. 

This section is under construction, please check back soon. 

Podcasts

Negotiate WELL Podcast (hosted by Jesus Murillo with content direction by Hannah Riley Bowles)

• Ep. 1: Be SURE Framework Introduction and Start with Your Goals
• Ep. 2: Understand What You're Negotiating For
• Ep. 3: Reducing Ambiguity about What, how, and with Whom You Might Negotiate
• Ep. 4: Enhancing Your Negotiations Through Relationship + Your Relationships Through Negotiations 

Listen to the Negotiate WELL podcast on Apple Podcasts.

• Harvard Business School, (2024, July 23). Nadine Vogel: Transforming the Marketplace, Workplace, and Workforce for People with Disabilities. Cold Call Podcast. 
• Association for Psychological Science, (2024, July 11). When Versus Whether: Gender Differences in Leadership. Under the Cortex Podcast. 
• Rational Games, (2024, June 1). Asking, bending, changing – The ABCs of gender in negotiation. Powerhouse Series Podcast. 
• Metlife. (2024, February 20). Becoming a compassionate negotiator with Hannah Riley Bowles. Inclusion Begins with Me: Conversations That Matter Podcast. 
• Iqbal, S. (2023). Myth – Women don’t negotiate. Busted Podcast (Episode No. 8).  (Transcript: https://www.gendereconomy.org/wp-content/uploads/2023/05/Busted-episode-7-Show-Notes.pdf).

Publications for Practice

• Valentine, K. & Bowles, H. R. (2022, October 4). 3 negotiation myths still harming women’s careers. Harvard Business Review online.
• Bowles, H. R. (2023, March 8). How women can negotiate for the academic career they truly want: A four-step framework to better advocate for what you need. Harvard Business School Publishing Education: Inspiring Minds.
• Purushothaman, D., Kolb, D.M., Bowles, H. R., & Purdie-Greenaway, V. (2022, January 14). Negotiating as a Woman of Color. Harvard Business Review online.
• Bowles, H. R. & Thomason, B. Negotiating Your Next Job. Harvard Business Review Magazine, January - February 2021.
• Bowles, H. R. Self-Advocating in Early Career. HKS Case 2203.0
• Bowles, H. R. (20154, June 19). Why Women Don't Negotiate their Job Offers. Harvard Business Review online.

Leadership advancement at the Negotiate WELL project has been inspired by and developed through a twenty-year engagement with the 1,000 alumnae of the Harvard Kennedy School Women and Power Executive Program. 

The Negotiate WELL Project is engaged in research and teaching collaborations with the Leadership Academy and Led By foundation to support the career advancement of emerging professionals from diverse backgrounds.