Battle of the sexes
Gender stereotype confirmation and reactance in negotiations
Bibliographic Data
| ID | 6206914 |
|---|---|
| Authors | Laura J Kray (0000-0003-3428-4454), Leigh Thompson (0000-0001-6593-550X, Federal Agency for Scientific Organizations), Adam D Galinsky (0000-0002-5150-6533), Adam Galinsky |
| Year | 2001 |
| Volume | 80 |
| Issue | 6 |
| Pages | 942-958 |
| Publication date | 2001-01-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/0022-3514.80.6.942 |
| PMID | 11414376 |
| OpenAlex | W2067895357 |
| Language | EN |
| Citations received | 163 |
| References cited | 50 |
The authors examined how gender stereotypes affect negotiation performance. Men outperformed women when the negotiation was perceived as diagnostic of ability (Experiment 1) or the negotiation was linked to gender-specific traits (Experiment 2), suggesting the threat of negative stereotype confirmation hurt women's performance relative to men. The authors hypothesized that men and women confirm gender stereotypes when they are activated implicitly, but when stereotypes are explicitly activated, people exhibit stereotype reactance, or the tendency to behave in a manner inconsistent with a stereotype. Experiment 3 confirmed this hypothesis. In Experiment 4, the authors examined the cognitive processes involved in stereotype reactance and the conditions under which cooperative behaviors between men and women can be promoted at the bargaining table (by activating a shared identity that transcends gender)
Affect (linguistics) · Battle · Developmental psychology · Gender identity · Identity (music) · Negotiation · Reactance · Stereotype (UML) · Stereotype threat · Communication · Conflict Management and Negotiation · Gender Diversity and Inequality · Psychology · Social and Intergroup Psychology · Social Psychology
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| Unique citing works | 163 |
|---|---|
| Citations per year | 6,52 |
| Citation span | 2001 - 2026 (26) |
| Citation velocity | current |
| Highly cited | Yes |
| Citation types | Neutral: 146 |