GENDER STEREOTYPES AND NEGOTIATION PERFORMANCE: AN EXAMINATION OF THEORY AND RESEARCH

By Laura J. Kray, Leigh Thompson. 2004

209 citations recorded by the source corpus.

Subfields: Gender Studies, Organizational Behavior and Human Resource Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/6512fc1bcd55adfb3c1ad569acd04d91d9d2e267

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Citations in the corpus

Why and When Does the Gender Gap Reverse? Diversity Goals and the Pay Premium for High Potential Women (2017, background): “…less human capital (Blau & Kahn, 2006); are more likely to prefer jobs that are intrinsically, versus extrinsically, rewarding (Tolbert & Moen, 1998); are less likely to negotiate pay increases (Kray & Thompson, 2005); and spend more time on personal life responsibilities (Hersh & Stratton, 2002).”
Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation (2006, unknown): “Consistent with a standard practice in negotiations research, all dyads were same-gender (Kray and Thompson 2005).”
Women and Leadership (2017, background): “Women are also less likely to advocate for themselves, less likely to ask for what they want, and less likely to initiate negotiations (Bowles, Babcock, & Lai, 2007; Kray & Thompson, 2004).”
Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators (2013, background): “Though the behavior of negotiating assertively is typically considered ‘‘masculine’’ (see Kray & Thompson, 2005), when this behavior is directed towards a socially sanctioned end state (protection and nurturance of others), the perception of norm violation will be mitigated.”
Not Competent Enough to Know the Difference? Gender Stereotypes about Women's Ease of Being Misled Predict Negotiator Deception (2014, unknown): “…history: Received 22 April 2013 Accepted 17 June 2014 Available online 14 July 2014 Accepted by Madan Pillutla Keywords: Gender stereotypes Deception Negotiation Competence Warmth Scrutiny Ethical standards We examined whether gender differences in the perceived ease of being misled predict…”