Reversing the Gender Gap in Negotiations : An Exploration of Stereotype Regeneration

  title={Reversing the Gender Gap in Negotiations : An Exploration of Stereotype Regeneration},
  author={Laura J. Kray and Adam D. Galinsky},
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… CONTINUE READING

From This Paper

Topics from this paper.
52 Citations
32 References
Similar Papers


Publications citing this paper.


Publications referenced by this paper.
Showing 1-10 of 32 references

Battle of the sexes: Gender stereotype activation in negotiations

  • L. J. Kray, L. Thompson, Galinsky, A. in press
  • Journal of Personality and Social Psychology,
  • 2001
Highly Influential
10 Excerpts

Taking stereotypes out of stereotype threat: The threat of power derived from negotiator roles

  • A. Galinsky, L. Thompson, L. J. Kray
  • 2001

The mind and heart of the negotiator (2nd ed.)

  • L. Thompson
  • Upper Saddle River,
  • 2001
2 Excerpts

Stereotype threat: Are lower status and history of stigmatization preconditions of stereotype threat

  • J. P. Leyens, M. Desert, J. C. Croizet, C. Darcis
  • Personality and Social Psychology Bulletin,
  • 2000

A burden of proof : Stereotype relevance and gender differences in math performance

  • R. P. Brown, R. A. Josephs
  • Journal of Personality & Social Psychology,
  • 1999

Similar Papers

Loading similar papers…