دانلود مقاله ISI انگلیسی شماره 20014
عنوان فارسی مقاله

معکوس کردن شکاف جنسیتی در مذاکرات: اکتشاف بازسازی کلیشه ای

کد مقاله سال انتشار مقاله انگلیسی ترجمه فارسی تعداد کلمات
20014 2002 24 صفحه PDF سفارش دهید محاسبه نشده
خرید مقاله
پس از پرداخت، فوراً می توانید مقاله را دانلود فرمایید.
عنوان انگلیسی
Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration
منبع

Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)

Journal : Organizational Behavior and Human Decision Processes, Volume 87, Issue 2, March 2002, Pages 386–410

کلمات کلیدی
معکوس کردن - شکاف جنسیتی - اکتشاف
پیش نمایش مقاله
پیش نمایش مقاله معکوس کردن شکاف جنسیتی در مذاکرات: اکتشاف بازسازی کلیشه ای

چکیده انگلیسی

We examine how gender stereotypes affect performance in mixed-gender negotiations. We extend recent work demonstrating that stereotype activation leads to a male advantage and a complementary female disadvantage at the bargaining table (Kray, Thompson, & Galinsky, 2001). In the present investigation, we regenerate the stereotype of effective negotiators by associating stereotypically feminine skills with negotiation success. In Experiment 1, women performed better in mixed-gender negotiations when stereotypically feminine traits were linked to successful negotiating, but not when gender-neutral traits were linked to negotiation success. Gender differences were mediated by the performance expectations and goals set by negotiators. In Experiment 2, we regenerated the stereotype of effective negotiators by linking stereotypically masculine or feminine traits with negotiation ineffectiveness. Women outperformed men in mixed-gender negotiations when stereotypically masculine traits were linked to poor negotiation performance, but men outperformed women when stereotypically feminine traits were linked to poor negotiation performance. Implications for stereotype threat theory and negotiations are discussed.

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