The Program on Negotiation invites all interested parties to attend a Psychological Processes in Negotiation (PPIN) seminar featuring Leigh Thompson, J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations at the Kellogg Graduate School of Management at Northwestern University. The title of Prof. Thompson’s presentation is Stereotype Threat, Reactance, and Regeneration in Negotiations.
The seminar will take place Thursday, January 24th from 4:00-5:30pm in William James Hall, Room 1 (in the basement). There will be a wine and cheese reception following the presentation, on the 2nd floor lounge of William James.
For more information, please contact Kessely Hong, at firstname.lastname@example.org; telephone 617-495-0459.
Prof. Thompson’s Abstract
“In this series of studies, we examine how gender stereotypes affect negotiation performance. Men outperform women when negotiation is perceived to be diagnostic of ability (Experiment 1) or the negotiation is linked to gender-specific traits (Experiment 2), suggesting the threat of negative stereotype confirmation hurts women’s performance relative to men. Experiment 3 supports the further assertion that men and women confirm gender stereotypes when they are activated implicitly, but when they are explicitly activated, people experience stereotype reactance, or the tendency to behave in a manner inconsistent with a stereotype. Experiment 4 reveals that activating a shared identity (that transcends gender) can lead to greater cooperation. In experiment 5, women perform better in mixed-gender negotiations when stereotypically feminine traits are linked to successful negotiating, but not when gender-neutral traits are linked to negotiation success. (We refer to this process as stereotype regeneration). In Experiment 6, women outperform men in mixed-gender negotiations when stereotypically masculine traits are linked to poor negotiation performance, but men outperform women when stereotypically feminine traits are linked to poor negotiation performance. Implications for stereotype threat theory and negotiations are discussed.”