Publication Type
Journal Article
Version
acceptedVersion
Publication Date
4-2004
Abstract
Two experiments explored the hypothesis that the impact of activating gender stereotypes on negotiated agreements in mixed-gender negotiations depends on the manner in which the stereo-type is activated (explicitly vs. implicitly) and the content of the stereotype (linking negotiation performance to stereotypically male vs. stereotypically female traits). Specifically, two experiments investigated the generality and limits of stereotype reactance. The results of Experiment 1 suggest that negotiated outcomes become more one-sided in favor of the high power negotiator when masculine traits are explicitly linked to negotiator effectiveness. In contrast, the results of Experiment 2 suggest that negotiated outcomes are more integrative (win-win) when feminine traits are explicitly linked to negotiator effectiveness. In total, performance in mixed-gender negotiations is strongly affected by the cognitions and motivations that negotiators bring to the bargaining table.
Keywords
stereotype, gender, negotiations, reactance, threat, power
Discipline
Business | Organizational Behavior and Theory
Research Areas
Organisational Behaviour and Human Resources
Publication
Personality and Social Psychology Bulletin
Volume
30
Issue
4
First Page
399
Last Page
411
ISSN
0146-1672
Identifier
10.1177/0146167203261884
Publisher
SAGE
Citation
KRAY, Laura J.; REB, Jochen; GALINSKY, Adam D.; and THOMPSON, Leigh.
Stereotype reactance at the bargaining table: The effect of stereotype activation and power on claiming and creating value. (2004). Personality and Social Psychology Bulletin. 30, (4), 399-411.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/2806
Copyright Owner and License
Authors
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Additional URL
https://doi.org/10.1177/0146167203261884