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Stereotype Reactance At The Bargaining Table: The Effect Of Stereotype Activation And Power On Claiming And Creating Value, Laura J. Kray, Jochen Reb, Adam D. Galinsky, Leigh Thompson

Research Collection Lee Kong Chian School Of Business

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 stereotypically male vs. stereotypically female traits). Specifically, two experiments investigated the generality and limits of stereotype reactance. The results of Experiment 1 suggest that negotiated outcomes become more one-sided in favor of the high power negotiator when masculine traits are explicitly linked to negotiator effectiveness. In contrast, the results of Experiment 2 suggest that negotiated outcomes are more integrative …