Reversing the gender gap in negotiations: An exploration of stereotype regeneration

Laura J. Kray*, Adam D. Galinsky, Leigh Thompson

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

149 Scopus citations

Abstract

We examine how gender stereotypes affect performance in mixed-gender negotiations. We extend recent work demonstrating that stereotype activation leads to a male advantage and a complementary female disadvantage at the bargaining table (Kray, Thompson, & Galinsky, 2001). In the present investigation, we regenerate the stereotype of effective negotiators by associating stereotypically feminine skills with negotiation success. In Experiment 1, women performed better in mixed-gender negotiations when stereotypically feminine traits were linked to successful negotiating, but not when gender-neutral traits were linked to negotiation success. Gender differences were mediated by the performance expectations and goals set by negotiators. In Experiment 2, we regenerated the stereotype of effective negotiators by linking stereotypically masculine or feminine traits with negotiation ineffectiveness. Women outperformed men in mixed-gender negotiations when stereotypically masculine traits were linked to poor negotiation performance, but men outperformed women when stereotypically feminine traits were linked to poor negotiation performance. Implications for stereotype threat theory and negotiations are discussed.

Original languageEnglish (US)
Pages (from-to)386-409
Number of pages24
JournalOrganizational Behavior and Human Decision Processes
Volume87
Issue number2
DOIs
StatePublished - 2002

ASJC Scopus subject areas

  • Applied Psychology
  • Organizational Behavior and Human Resource Management

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