Reversing the gender gap in negotiations: An exploration of stereotype regeneration
LJ Kray, AD Galinsky, L Thompson - Organizational behavior and human …, 2002 - Elsevier
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 …
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 …