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Cited by 183Conflict Management and NegotiationSocial and Intergroup PsychologySocial Power and Status Dynamics

Stereotype reactance at the bargaining table: the effect of stereotype activation and power on claiming and creating value

Kray, Laura J., Reb, Jochen, Galinsky, Adam D., Thompson, Leigh·2004·Personality and Social Psychology Bulletin
DOI 10.1177/0146167203261884
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Abstract

Two experiments explored the hypothesis that the impact of activating gender stereotypes on negotiated agreements in mixed-gender negotiations depends on the manner in which the stereo-type is activated (explicitly vs. implicitly) and the content of the stereotype (linking negotiation performance to stereotypically male vs. stereotypically female traits). Specifically, two experiments investigated the generality and limits of stereotype reactance. The results of Experiment 1 suggest that negotiated outcomes become more one-sided in favor of the high power negotiator when masculine traits are explicitly linked to negotiator effectiveness. In contrast, the results of Experiment 2 suggest that negotiated outcomes are more integrative (win-win) when feminine traits are explicitly linked to negotiator effectiveness. In total, performance in mixed-gender negotiations is strongly affected by the cognitions and motivations that negotiators bring to the bargaining table.

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Crossref · 10.1177/0146167203261884

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38 of 38 references verified0 citation errors · 0 not checkable

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  • In the leadership and negotiation domains, women with sufficient power and self-efficacy respond to explicit gender stereotype activation with positive 'I'll Show You' responses.

    “In both the leadership and negotiation domains, women have been shown to respond to explicit gender stereotype activation with positive, I'll Show You responses when they have sufficient power and self-efficacy.”

    From Managing to clear the air: Stereotype threat, women, and leadership (2016) · cites this paper as Kray, et al., 2004

  • 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, Reb, Galinsky, & Thompson, 2004

  • Women in a high-power bargaining condition with leverage from a favorable alternative offer successfully reacted against the gender bargaining stereotype.

    “For example, Kray and colleagues demonstrated that women successfully reacted against the gender bargaining stereotype when they were in put in a high power bargaining condition where they had leverage from a favorable alternative offer (Kray, et al., 2004).”

    From Managing to clear the air: Stereotype threat, women, and leadership (2016) · cites this paper as Kray, et al., 2004

  • 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., 2004

  • Responses to stereotype threat depend in part on the explicitness of the activation of the stereotype.

    “Responses to stereotype threat depend, in part, upon the explicitness of the activation of the stereotype.”

    From Managing to clear the air: Stereotype threat, women, and leadership (2016) · cites this paper as Kray et al., 2004

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Authors
Kray, L. J., Reb, J., Galinsky, A. D., & Thompson, L.
Affiliations
  • University of California, Berkeley (US)
  • University of Arizona (US)
  • Northwestern University (US)
Corresponding author
Kray, Laura J.
ORCID
Venue
Personality and Social Psychology Bulletin
Publisher
SAGE Publications
Published
2004-04
Volume
30
Issue
4
Pages
399-411
ISSN
  • 0146-1672 (ISSN-L)
  • 1552-7433
DOI
10.1177/0146167203261884
OpenAlex
W1998273344
Cited by
183
References
38
Citations by year
2026: 3 · 2025: 4 · 2024: 11 · 2023: 4 · 2022: 5 · 2021: 10 · 2020: 7 · 2019: 6 · 2018: 5 · 2017: 8 · 2016: 24 · 2015: 12 · 2014: 15 · 2013: 13 · 2012: 5
FWCI
13.88
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations
  • Personality and Social Psychology Bulletin (publishedVersion)
  • PubMed (publishedVersion)
  • Singapore Management University Institutional Knowledge (InK) (Singapore Management University) (submittedVersion)
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, power, stereotype activation, masculine traits, feminine traits, integrative negotiation, value creation
MeSH terms
Adolescent, Adult, Female, Gender Identity, Humans, Male, Power, Psychological, Problem Solving, Professional Competence, Stereotyping, Negotiating

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