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Implicit gender stereotypes at the negotiation table
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Alger, Madeliene. Implicit gender stereotypes at the negotiation table. Retrieved from https://doi.org/doi:10.7282/T31C20M1

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TitleImplicit gender stereotypes at the negotiation table
NameAlger, Madeliene (author); van der Wel, Robrecht (chair); Duffy, Sean (internal member); Latu, Ioana (outside member); Rutgers University; Camden Graduate School
Date Created2017
Other Date2017-05 (degree)
SubjectPsychology, Gender, Salary, Negotiation, Wages--Women
Extent1 online resource (iii, 37 p. : ill.)
DescriptionAlthough some progress has been made over the years, women still earn less than men. Research suggests wage negotiations may be a contributing factor in this pay gap, as men tend to negotiate higher salaries for themselves than women (Mazei et al., 2015). Gender stereotypes that associate men with effective negotiator traits may account for this disparity through stereotype threat and stereotype lift. Negotiator role may also be a contributing factor in that role can provide power to the negotiator. The current study investigated how an individual’s own implicit stereotypes interact with gender and negotiator role to predict negotiation outcomes in distributive and integrative contexts. It was hypothesized that implicit stereotypes that associate men with success at the bargaining table would increase men’s performance but hinder women’s. It is also predicted that this will especially be the case for male recruiters, as well as salary negotiation outcomes. One hundred forty students participated in a two-phase study that involved a computer task that measured implicit stereotypes and then followed by a mock negotiation task. Although our results overall were not statistically significant, the observed trends support our prediction that male’s implicit stereotypes would increase their overall performance. These findings have implications for providing a clearer understanding of the mechanisms that drive the negotiation gender gap, which is important in taking steps toward reducing the gender gap in negotiations.
NoteM.A.
NoteIncludes bibliographical references
Noteby Madeliene Alger
Genretheses, ETD graduate
Persistent URLhttps://doi.org/doi:10.7282/T31C20M1
Languageeng
CollectionCamden Graduate School Electronic Theses and Dissertations
Organization NameRutgers, The State University of New Jersey
RightsThe author owns the copyright to this work.
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