Battle of the Sexes: Gender Stereotype Confirmation and Reactance in Negotiations

The authors examined how gender stereotypes affect negotiation performance. Men outperformed women when the negotiation was perceived as diagnostic of ability (Experiment 1) or the negotiation was linked to gender-specific traits (Experiment 2), suggesting the threat of negative stereotype confirmat...

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Bibliographic Details
Published in:Journal of personality and social psychology 2001-06, Vol.80 (6), p.942-958
Main Authors: Kray, Laura J, Thompson, Leigh, Galinsky, Adam
Format: Article
Language:English
Subjects:
Adult
Bargaining
Biological and medical sciences
Competition
Female
Fundamental and applied biological sciences. Psychology
Gender
Gender Identity
Gender relations
Human
Human Sex Differences
Humans
Internal-External Control
Male
Negotiating
Negotiation
Psychology. Psychoanalysis. Psychiatry
Psychology. Psychophysiology
Self Concept
Sex Role Attitudes
Social Identification
Social interaction
Social Perception
Social psychology
Social role. Sex role
Stereotyped Attitudes
Stereotypes
Stereotyping
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Summary:The authors examined how gender stereotypes affect negotiation performance. Men outperformed women when the negotiation was perceived as diagnostic of ability (Experiment 1) or the negotiation was linked to gender-specific traits (Experiment 2), suggesting the threat of negative stereotype confirmation hurt women's performance relative to men. The authors hypothesized that men and women confirm gender stereotypes when they are activated implicitly, but when stereotypes are explicitly activated, people exhibit stereotype reactance, or the tendency to behave in a manner inconsistent with a stereotype. Experiment 3 confirmed this hypothesis. In Experiment 4, the authors examined the cognitive processes involved in stereotype reactance and the conditions under which cooperative behaviors between men and women can be promoted at the bargaining table (by activating a shared identity that transcends gender).
ISSN:0022-3514
1939-1315
DOI:10.1037/0022-3514.80.6.942