The social-class gap in negotiation: Lower-class individuals negotiate less and face more backlash

Ying Lin, Jackson G. Lu, Michele J. Gelfand

Open source

DOI: 10.1073/pnas.2602128123
Published: 2026-07-24
Container: Proceedings of the National Academy of Sciences
Publisher: National Academy of Sciences
Open access: unknown

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Cite this work

BibTeX

@article{allodium:10.1073/pnas.2602128123,
  title = {The social-class gap in negotiation: Lower-class individuals negotiate less and face more backlash},
  author = {Ying Lin and Jackson G. Lu and Michele J. Gelfand},
  year = {2026},
  journal = {Proceedings of the National Academy of Sciences},
  doi = {10.1073/pnas.2602128123},
  url = {https://doi.org/10.1073/pnas.2602128123}
}

RIS

TY  - JOUR
TI  - The social-class gap in negotiation: Lower-class individuals negotiate less and face more backlash
AU  - Ying Lin
AU  - Jackson G. Lu
AU  - Michele J. Gelfand
PY  - 2026
JO  - Proceedings of the National Academy of Sciences
DO  - 10.1073/pnas.2602128123
UR  - https://doi.org/10.1073/pnas.2602128123
ER  -

APA

Lin, Y., Lu, J. G., & Gelfand, M. J. (2026). The social-class gap in negotiation: Lower-class individuals negotiate less and face more backlash. Proceedings of the National Academy of Sciences. https://doi.org/10.1073/pnas.2602128123

Source records

crossref · retrieved 2026-09-26T03:47:08.431Z