Linked Life Data

15070470

Source:http://linkedlifedata.com/resource/pubmed/id/15070470

Statements in which the resource exists as a subject.
PredicateObject
rdf:type
lifeskim:mentions
pubmed:issue
4
pubmed:dateCreated
2004-4-8
pubmed:abstractText
Two experiments explored the hypothesis that the impact of activating gender stereotypes on negotiated agreements in mixed-gender negotiations depends on the manner in which the stereo-type is activated (explicitly vs. implicitly) and the content of the stereotype (linking negotiation performance to stereotypically male vs. stereotypically female traits). Specifically, two experiments investigated the generality and limits of stereotype reactance. The results of Experiment 1 suggest that negotiated outcomes become more one-sided in favor of the high power negotiator when masculine traits are explicitly linked to negotiator effectiveness. In contrast, the results of Experiment 2 suggest that negotiated outcomes are more integrative (win-win) when feminine traits are explicitly linked to negotiator effectiveness. In total, performance in mixed-gender negotiations is strongly affected by the cognitions and motivations that negotiators bring to the bargaining table.
pubmed:language
eng
pubmed:journal
pubmed:citationSubset
IM
pubmed:status
MEDLINE
pubmed:month
Apr
pubmed:issn
0146-1672
pubmed:author
pubmed:issnType
Print
pubmed:volume
30
pubmed:owner
NLM
pubmed:authorsComplete
Y
pubmed:pagination
399-411
pubmed:dateRevised
2011-2-10
pubmed:meshHeading
pubmed:year
2004
pubmed:articleTitle
Stereotype reactance at the bargaining table: the effect of stereotype activation and power on claiming and creating value.
pubmed:affiliation
University of California, Berkeley, CA, USA. kray@haas.berkeley.edu
pubmed:publicationType
Journal Article, Research Support, U.S. Gov't, Non-P.H.S.