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

@inproceedings{Kray2002ReversingTG,
  title={Reversing the Gender Gap in Negotiations : An Exploration of Stereotype Regeneration},
  author={Laura J. Kray and Adam D. Galinsky},
  year={2002}
}
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

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Highly Influential
10 Excerpts

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