Reversing the gender gap in negotiations: an exploration of stereotype regeneration
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Explicitly valuing feminine traits or highlighting the power of education, career aspirations, and work experience in the negotiation context buffered women from stereotype threat effects.
“For example, explicitly valuing feminine traits or highlighting the power of education, career aspirations, and work experience in the negotiation context buffered women from stereotype threat effects (Kray et al., 2001;Kray, Galinsky & Thompson, 2002).”
From Managing to clear the air: Stereotype threat, women, and leadership (2016) · cites this paper as Kray, Galinsky & Thompson, 2002
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- Authors
- Kray, L. J., Galinsky, A. D., & Thompson, L.
- Affiliations
- University of Arizona (US)
- University of Utah (US)
- Northwestern University (US)
- Venue
- Organizational Behavior and Human Decision Processes
- Publisher
- Elsevier BV
- Published
- 2002-03
- Volume
- 87
- Issue
- 2
- Pages
- 386-410
- ISSN
- 0749-5978 (ISSN-L)
- OpenAlex
- W2019243091
- Cited by
- 296
- References
- 37
- Citations by year
- 2026: 4 · 2025: 11 · 2024: 7 · 2023: 15 · 2022: 13 · 2021: 16 · 2020: 11 · 2019: 18 · 2018: 13 · 2017: 20 · 2016: 14 · 2015: 19 · 2014: 17 · 2013: 20 · 2012: 11
- FWCI
- 24.75
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Organizational Behavior and Human Decision Processes (publishedVersion)
- RePEc: Research Papers in Economics (submittedVersion)
- Topics
- Social Sciences › Sociology and Political Science › Conflict Management and Negotiation
- Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
- Social Sciences › Gender Studies › Gender Diversity and Inequality
- Keywords
- gender stereotypes, stereotype threat, negotiation effectiveness, gender gap, feminine traits, masculine traits, performance expectations, gender differences
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