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Cited by 690Conflict Management and NegotiationSocial and Intergroup PsychologySocial Power and Status Dynamics

Battle of the sexes: gender stereotype confirmation and reactance in negotiations

Kray, Laura J., Thompson, Leigh, Galinsky, Adam·2001·Journal of Personality and Social Psychology
DOI 10.1037/0022-3514.80.6.942
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Abstract

The authors examined how gender stereotypes affect negotiation performance. Men outperformed women when the negotiation was perceived as diagnostic of ability (Experiment 1) or the negotiation was linked to gender-specific traits (Experiment 2), suggesting the threat of negative stereotype confirmation hurt women's performance relative to men. The authors hypothesized that men and women confirm gender stereotypes when they are activated implicitly, but when stereotypes are explicitly activated, people exhibit stereotype reactance, or the tendency to behave in a manner inconsistent with a stereotype. Experiment 3 confirmed this hypothesis. In Experiment 4, the authors examined the cognitive processes involved in stereotype reactance and the conditions under which cooperative behaviors between men and women can be promoted at the bargaining table (by activating a shared identity that transcends gender).

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66 of 66 references verified0 citation errors · 0 not checkable

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  • The threat of confirming a negative stereotype leads to women's underperformance on negotiation tasks as well as managerial and leadership tasks.

    “Furthermore, the threat of confirming a negative stereotype has been shown to lead to women's underperformance on negotiation tasks (Kray, Thompson, & Galinsky, 2001) as well as managerial and leadership tasks (Bergeron, Block, & Echtenkamp, 2006;Hoyt & Blascovich, 2010).”

    From Managing to clear the air: Stereotype threat, women, and leadership (2016) · cites this paper as Kray, Thompson, & Galinsky, 2001

  • In an early demonstration of stereotype reactance, women underperformed men at bargaining when the stereotype was implicitly activated, but when the stereotype was blatantly presented women reacted against it and outperformed men.

    “In an early demonstration of stereotype reactance, Kray and colleagues showed that whereas women underperformed men at the bargaining table when the stereotype of women being less adept at bargaining was implicitly activated, when the stereotype was blatantly presented women reacted against it and they outperformed men (Kray et al., 2001;Kray, Reb, Galinsky, & Thompson, 2004).”

    From Managing to clear the air: Stereotype threat, women, and leadership (2016) · cites this paper as Kray et al., 2001

  • Explicitly activating the negative stereotype associating women with inferior negotiation ability provoked women to engage in strong and effective negotiation behavior.

    “In related research, explicitly activating the negative stereotype associating women with inferior negotiation ability provoked women to engage in strong and effective negotiation behavior (Kray, Thompson, Galinsky, 2001).”

    From Managing to clear the air: Stereotype threat, women, and leadership (2016) · cites this paper as Kray, Thompson, Galinsky, 2001

  • In the negotiation context, implicit stereotype activation results in women fulfilling the negative stereotype regarding their underperformance relative to men, whereas explicit activation prompts reactance responses.

    “As Kray and colleagues have shown in the negotiation context, implicit stereotype activation results in women fulfilling the negative stereotype regarding their underperformance relative to men, whereas explicit activation prompts reactance responses (Kray et al., 2001;Kray et al., 2004).”

    From Managing to clear the air: Stereotype threat, women, and leadership (2016) · cites this paper as Kray et al., 2001

  • 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 et al., 2001

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Authors
Kray, L. J., Thompson, L., & Galinsky, A.
Affiliations
University of Arizona (US)
ORCID
Venue
Journal of Personality and Social Psychology
Publisher
American Psychological Association (APA)
Published
2001
Volume
80
Issue
6
Pages
942-958
ISSN
  • 0022-3514 (ISSN-L)
  • 1939-1315
DOI
10.1037/0022-3514.80.6.942
OpenAlex
W2067895357
Cited by
690
References
66
Citations by year
2026: 19 · 2025: 18 · 2024: 27 · 2023: 25 · 2022: 27 · 2021: 44 · 2020: 25 · 2019: 33 · 2018: 34 · 2017: 40 · 2016: 37 · 2015: 38 · 2014: 39 · 2013: 39 · 2012: 34
FWCI
46.45
Type
journal article
Language
en
Open access
closed
Locations
  • Journal of Personality and Social Psychology (publishedVersion)
  • PubMed (publishedVersion)
Topics
  • Social Sciences › Sociology and Political Science › Conflict Management and Negotiation
  • Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
  • Social Sciences › Sociology and Political Science › Social Power and Status Dynamics
Keywords
gender stereotypes, negotiation effectiveness, gender differences, implicit stereotypes, cooperative bargaining, shared identity
MeSH terms
Adult, Female, Gender Identity, Humans, Internal-External Control, Male, Self Concept, Social Identification, Social Perception, Stereotyping, Negotiating

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