Not Competent Enough to Know the Difference? Gender Stereotypes About Women's Ease of Being Misled Predict Negotiator Deception

12 Pages Posted: 11 Jan 2015

See all articles by Laura Kray

Laura Kray

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

Jessica Kennedy

Vanderbilt University - Organizational Behavior

Alex Van Zant

University of California, Berkeley

Multiple version iconThere are 2 versions of this paper

Date Written: December 2, 2014

Abstract

We examined whether gender differences in the perceived ease of being misled predict the likelihood of being deceived in distributive negotiations. Study 1 (N = 131) confirmed that female negotiators are perceived as more easily misled than male negotiators. This perception corresponded with perceptions of women’s relatively low competence. Study 2 (N = 328) manipulated negotiator competence (along with warmth and gender) and found that being perceived as easily misled affected expectations about the negotiating process, including less effective deception scrutiny among easily misled negotiators and lower ethical standards among negotiating counterparts. This pattern held true for women and men alike. Study 3 (N = 298) examined whether patterns of deception in face-to-face negotiations were consistent with this gender stereotype. As expected, negotiators deceived women more so than men, thus leading women into more deals under false pretenses than men.

Keywords: gender stereotypes, deception, negotiation, ethics, competence, warmth

Suggested Citation

Kray, Laura and Kennedy, Jessica and Van Zant, Alex, Not Competent Enough to Know the Difference? Gender Stereotypes About Women's Ease of Being Misled Predict Negotiator Deception (December 2, 2014). Organizational Behavior and Human Decision Processes, Forthcoming. Available at SSRN: https://ssrn.com/abstract=2547608

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

Jessica Kennedy

Vanderbilt University - Organizational Behavior ( email )

Nashville, TN 37203
United States

Alex Van Zant

University of California, Berkeley ( email )

310 Barrows Hall
Berkeley, CA 94720
United States

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