Stereotype reactance at the bargaining table: The effect of stereotype activation and power on claiming and creating value

• Main Authors: KRAY, Laura J., REB, Jochen, GALINSKY, Adam D., THOMPSON, Leigh
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2004
• Subjects: stereotype; gender; negotiations; reactance; threat; power; Business; Organizational Behavior and Theory
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/2806; https://ink.library.smu.edu.sg/context/lkcsb_research/article/3805/viewcontent/StereotypeReactance_2004.pdf
• Institution: Singapore Management University

Two experiments explored the hypothesis that the impact of activating gender stereotypes on negotiated agreements in mixed-gender negotiations depends on the manner in which the stereo-type is activated (explicitly vs. implicitly) and the content of the stereotype (linking negotiation performance to...