Article | Administrative Science Quarterly | 2000

Friends in High Places: Structural Discrimination in Salary Negotiations

by M. D. Seidel, J. Polzer and K. Stewart

Keywords: Negotiation;

Citation:

Seidel, M. D., J. Polzer, and K. Stewart. "Friends in High Places: Structural Discrimination in Salary Negotiations." Administrative Science Quarterly 45 (2000): 1–24. (Reprinted in Social Capital in Business, edited by K.W. Koput and J.P. Broschak, Edward Elgar Publishing, 2010.)