Taking Stereotypes Out of Stereotype Threat: The Effect of Role-Based Expectations

Abstract

Stereotype threat is the concern one feels about confirming a negative stereotype about one's ability-stigmatized group (Steele & Aronson, 1995). At the heart of stereotype threat effects is the expectation of negative performance based on group membership or a currently held role. Thus, an integrated, consensually known stereotypic construct is not necessary for the effect of threat to occur; rather, all that is required is for there to be differential expectations for performance based on role position. In three experiments we find the typical effects of stereotype threat whenever differential expectations for performance exist based on the roles of negotiators. In addition, we demonstrate that negotiator roles can indeed be threatening by eliminating the effects via self-affirmation.

Keywords: Negotiations, Stereotype Threat, Self-Affirmation