In the Words of Larry Summers: Gender Stereotype Endorsement and Implicit Negotiation Beliefs in Mixed-Gender Negotiations
26 Pages Posted: 6 Jan 2008
Date Written: 2007
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.
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