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

By Laura J. Kray, Leigh Thompson, Adam D. Galinsky. Journal of Personality and Social Psychology, 2001

687 citations recorded by the source corpus.

Subfields: Gender Studies, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/0c3c3c56e8c86d8a2563e1a43ef3b293eb5a5e92

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Citations in the corpus

If You’re So Smart, Why Aren’t You the Boss? Explaining the Persistent Vertical Gender Gap in Management (2011, background): “Stereotype threat has been shown to diminish female MBA students’ performance in many managerial tasks, such as negotiating (Kray, Thompson, and Galinsky 2001).”
Not Competent Enough to Know the Difference? Gender Stereotypes about Women's Ease of Being Misled Predict Negotiator Deception (2014, positive): “Our research adds to the growing body of literature suggesting that gender stereotypes are important drivers of negotiation performance (Amanatullah & Tinsley, 2013; Bowles et al., 2007; Kray & Babcock, 2006; Kray, Galinsky, & Thompson, 2002; Kray & Thompson, 2005; Kray et al., 2001).”
The Role of Leadership Efficacy and Stereotype Activation in Women's Identification with Leadership (2005, background): “For example, research has demonstrated that implicit priming of gender stereotypes results in stereotype confirmation whereas explicit priming results in women engaging in behaviors counter to those prescribed by the stereotype, that is, stereotype reactance (Kray et al., 2001).”
The role of leadership self-efficacy and stereotype activation on cardiovascular, behavioral and self-report responses in the leadership domain (2010, background): “For example, Kray and colleagues found that women demonstrate stereotype reactance in negotiation situations and outperformmen, but only when the stereotype has been primed explicitly (Kray et al., 2001, 2004).”
Negotiating Biculturalism (2002, background): “…political affiliation, sexual orientation, and peer group can all create important sources of social identity, and each can create oppositional demands that individuals have to negotiate and integrate in their socially categorized lives (Baumeister, 1999; Fordham & Ogbu, 1986; Kray et al., 2001).”
Managing to clear the air: Stereotype threat, women, and leadership (2016, background): “whereas explicit activation prompts reactance responses (Kray et al., 2001; Kray et al., 2004).”
Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask (2007, positive): “For instance, the activation of explicit sex stereotypes favoring men or of implicit sex stereotypes favoring women might prompt women to initiate negotiations more often than men (Kray et al., 2002; Kray et al., 2001).”
Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration (2002, background): “Finally, we have improved on earlier research that confounded positivity with mutuality (a social category shared by male counterparts) when exploring whether positive stereotypes can improve the negotiation performance of women (Kray et al., 2001).”