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*Note* This scheduling program was not designed by folks who do a lot with APA Style and unfortunately it defaults to listing authors in alphabetical order. We cannot fix this for this online schedule, but the author orders are posted in the order submitted in the printed program available via pdf here.

Sunday, March 8 • 8:30am - 9:45am
Why women don't negotiate: Women's negotiation performance in reaction to instructional set(s).

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Despite the growing number of women in the labor force and increased opportunity for salary negotiation, women, in comparison to men, do not ask for more (Babcock & Laschever, 2003). Meta-analyses (Stuhlmacher & Walters, 1999; Walters, Stuhlmacher, & Meyer, 1998) confirm the existence of gender differences in negotiation behavior and outcomes. The impact of gender on negotiation performance was carefully reviewed with a focus on the situation; the review suggested that women’s performance is impacted by stereotype threat and empowerment. The mere mention of a negative stereotype about one’s social group (stereotype threat) can lead to poor outcomes on stereotype relevant tasks (Steele, 1997). Stereotype activation positively affects men’s negotiation performance but negatively affects women’s (Kray et al., 2001). The effects of experiencing power indicate increased approach behavior (Keltner et al., 2003) and increased connections between one’s goals and actions (Galinsky et al., 2003). Men’s negotiation performance is less affected by the experience of power compared to women’s (Hong, 2013). The current study examined the impact of stereotype threat, hypothesized to undermine women’s performance, and an empowering instructional set. expected to enhance negotiation performance. Using a home-purchasing negotiation task, 45 women negotiated after receiving one of three instructional sets: a control, stereotype threat and empowerment. Preliminary analyses suggested that women’s negotiation is impacted by the situation; women respondents performance (final offer) was more easily undermined than enhanced. Post performance measures confirmed women’s discomfort with negotiating in the stereotype threat condition. Implications for training women to negotiate are discussed.


Sunday March 8, 2015 8:30am - 9:45am
Crystal