In the Words of Larry Summers: Gender Stereotype Endorsement and Implicit Negotiation Beliefs in Mixed-Gender Negotiations

26 Pages Posted: 6 Jan 2008

See all articles by Laura Kray

Laura Kray

Berkeley-Haas Management of Organizations; UC Berkeley Haas School of Business

Connson Locke

affiliation not provided to SSRN

Michael Haselhuhn

University of California, Riverside (UCR)

Date Written: 2007

Abstract

We present two experiments that explore how endorsing the belief that innate ability differences apply to men and women affects performance in mixed-motive negotiations. In contrast to stereotype lift (Walton & Cohen, 2003), which predicts a benefit for positively stereotyped negotiators, we demonstrate in Experiment 1 that gender stereotype endorsement impairs performance for positively stereotyped negotiators relative to negatively stereotyped negotiators, and decreases joint performance by causing both negotiators to overlook commonalities. In Experiment 2, we explore whether reactions to stereotype endorsement are moderated by negotiators' implicit beliefs about the malleability of performance. We demonstrate that stereotype reactance by the negatively stereotyped negotiator is promoted by a belief that negotiating ability is malleable, whereas a belief that negotiating ability is fixed renders negotiators immune to the endorsement of gender stereotypes.

Suggested Citation

Kray, Laura and Locke, Connson and Haselhuhn, Michael, In the Words of Larry Summers: Gender Stereotype Endorsement and Implicit Negotiation Beliefs in Mixed-Gender Negotiations (2007). IACM 2007 Meetings Paper. Available at SSRN: https://ssrn.com/abstract=1080637 or http://dx.doi.org/10.2139/ssrn.1080637

Laura Kray (Contact Author)

Berkeley-Haas Management of Organizations ( email )

545 Student Services Building
Berkeley, CA 94720
United States

HOME PAGE: http://facultybio.haas.berkeley.edu/faculty-list/kray-laura

UC Berkeley Haas School of Business ( email )

545 Student Services Building, #1900
2220 Piedmont Avenue
Berkeley, CA 94720
United States

Connson Locke

affiliation not provided to SSRN ( email )

Michael Haselhuhn

University of California, Riverside (UCR) ( email )

900 University Avenue
Riverside, CA 92521
United States

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