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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(More)
We present five experiments and simulation studies to establish late analogical abstraction as a new psychological phenomenon: Schema abstraction from analogical examples can revive otherwise inert knowledge. We find that comparing two analogous examples of negotiations at recall time promotes retrieving analogical matches stored in memory-a notoriously(More)
Teaching by examples and cases is widely used to promote learning, but it varies widely in its effectiveness. The authors test an adaptation to case-based learning that facilitates abstracting problem-solving schemas from examples and using them to solve further problems: analogical encoding, or learning by drawing a comparison across examples. In 3(More)
In this work, the authors explored how a person's view of himself or herself might determine his or her use of power in a complex dispute resolution negotiation. In 3 studies of asymmetric power in negotiations, the authors demonstrated that the impact of power on motivation and behavior is moderated by both a person's self-view and the social context. In(More)
We used structure-mapping theory (Gentner, 1983) to study learning in negotiation teams. We instructed some teams to compare two training cases and identify a key negotiation principle; other teams were given the same two cases to study and analyze separately. Teams who compared the two cases during the training period were more likely to transfer a key(More)
Negotiation can be conceptualized as a problem-solving enterprise in which mental models guide behavior. We examined the association between negotiation outcomes and mental models, as measured by negotiators' associative networks. Four hypotheses were supported. First, negotiators who reached optimal settlements had mental models that reflected greater(More)
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(More)
W e develop a dynamic cognitive model of network activation and show that people at different status levels spontaneously activate, or call to mind, different subsections of their networks when faced with job threat. Using a multimethod approach (General Social Survey data and a laboratory experiment), we find that, under conditions of job threat, people(More)