Gender Stereotype Activation and Power in Mixed-Gender Negotiations

28 Pages Posted: 29 Mar 2002

See all articles by Laura Kray

Laura Kray

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

Jochen M. Reb

affiliation not provided to SSRN

Adam D. Galinsky

Columbia Business School - Management

Leigh Thompson

Northwestern University - Kellogg School of Management

Abstract

We hypothesized that the distribution of resources in a mixed-gender negotiation would depend on the relative power advantage of men versus women, as well as the manner in which gender stereotypes were activated in the minds of negotiators. More specifically, we expected negotiators who had a strong alternative to the current negotiation (BATNA) to reap more resources than negotiators who had a weak alternative. We predicted that the effect of power (possessing a strong BATNA) would be especially important when gender stereotypes were explicitly activated compared to when they were implicitly activated because the explicit activation of gender stereotypes was expected to marshal cognitions that relate to power. To test these hypotheses, we conducted an experiment in which we manipulated relative power (strong BATNA vs. weak BATNA) within the dyad and the manner in which gender stereotypes were activated (implicit vs. explicit). Results support our hypotheses. We also conducted mediation analyses to gain a better understanding of how the negotiation process is affected by power and stereotypes.

Keywords: Negotiations, power, stereotypes, gender

Suggested Citation

Kray, Laura and Reb, Jochen M. and Galinsky, Adam D. and Thompson, Leigh, Gender Stereotype Activation and Power in Mixed-Gender Negotiations. IACM 15th Annual Conference. Available at SSRN: https://ssrn.com/abstract=305011 or http://dx.doi.org/10.2139/ssrn.305011

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

Jochen M. Reb

affiliation not provided to SSRN

Adam D. Galinsky

Columbia Business School - Management ( email )

3022 Broadway
New York, NY 10027
United States

Leigh Thompson

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Donald P. Jacobs Center
Evanston, IL 60208
United States
847-467-3505 (Phone)
847-491-8896 (Fax)

HOME PAGE: http://www.LeighThompson.com

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