Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration

By Laura J. Kray, Adam D. Galinsky, Leigh Thompson. 2002

287 citations recorded by the source corpus.

Subfields: Gender Studies, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/b5f6306dab7ac2e467e2750f43e3418b8de372fd

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Citations in the corpus

8 Social Hierarchy: The Self‐Reinforcing Nature of Power and Status (2008, background): “The phenomenon of stereotype threat appears robust across a wide variety of demographic groups and performance contexts, including African Americans in intellectual domains (Steele & Aronson, 1995 ), women in negotiations (Kray, Galinsky, & Thompson, 2002 ), and Caucasian athletes (Stone, Lynch, S”
Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask (2007, unknown): “Whereas previous research has demonstrated various ways in which gender-based performance expectations shape negotiation outcomes (Kray et al., 2002; Kray et al., 2004; Kray et al., 2001), this research shows that gender-based norms of appropriate behavior may influence whether individuals decide…”
Disabling the Able: Stereotype Threat and Women's Work Performance (2006, background): “Though previous research found that men performed more poorly on a negotiation task when stereotypically feminine traits were associated with success than when gender-neutral traits were associated with success (Kray et al., 2002), we were not sure that this pattern of results would emerge in this s”
Domain-specific effects of stereotypes on performance (2006, background): “Studies have found that framing tasks differently can lead to different performance outcomes (eg, Brown & Josephs, 1999 ; Kray, Galinsky, & Thompson, 2002 ; Stone et al, 1999 ).”
Face threat sensitivity in negotiation: Roadblock to agreement and joint gain (2004, background): “Consistent with Lewin s (1935) exhortation to look for the way personality interacts with the situation, and with previous research that successfully found effects associated with individual differences in negotiation (e.g., Barry & Friedman, 1998; Greenhalgh et al., 1985; Kray et al., 2002) we foun”
Negotiating the Gender Divide (2012, background): “Similarly, successful negotiators are frequently described as displaying predominantly masculine characteristics (Kray et al., 2002; Kray et al., 2001).”
Stereotype threat and sport: can athletic performance be threatened? (2004, background): “Rather, all that is necessary for such unwanted performance outcomes to occur is to be presented with a situation in which a negative stereotype about how one should perform exists ( Kray, Galinsky, & Thompson, 2002 ).”
Not Competent Enough to Know the Difference? Gender Stereotypes about Women's Ease of Being Misled Predict Negotiator Deception (2014, unknown): “Kray et al. / Organizational Behavior and Human Decision Processes 125 (2014) 61–72”