Featured Research

from universities, journals, and other organizations

Gender Stereotypes Contradicted When Negotiating

Date:
August 7, 2008
Source:
Wiley-Blackwell
Summary:
A new study reveals that when trying to make a good impression, people may behave in ways counter to gender stereotypes.

A common gender stereotype assumes that men are more aggressive and women are more emotional. In negotiation, men are assumed to be more assertive and women better at fostering relationships. However, a new study reveals that when people are trying to make a positive impression, they may behave in ways that contradict gender stereotypes.

Jared Curhan of MIT’s Sloan School of Management and Jennifer Overbeck of the University of Southern California ’s Marshall School of Business assigned 190 MBA students to same-sex groups to represent either a high-status recruiter or a low-status job candidate engaged in a standard employment negotiation simulation. Half of the participants were offered an additional cash incentive to make a positive impression on their negotiation counterparts.

When incentivized to make a positive impression on their counterparts, men and women in the high-status role acted in ways that contradicted gender stereotypes. Women negotiated more aggressively and men negotiated in a more appeasing manner. Being motivated to make a positive impression may have cued negotiators to counter whatever negative tendencies they believe others see in them and to thus display a contrasting demeanor.

Women who are motivated to make a positive impression, perhaps in an effort to refute the stereotype that they are weak or ineffective negotiators, may advocate more strongly for their own interests. In contrast, men who are motivated to make a positive impression, perhaps in an effort to refute the stereotype that they are overly aggressive, may yield to the demands of the other side.

The success of the strategies was mixed. Men’s strategy of behaving in a more conciliatory fashion apparently succeeded in producing a positive impression in the counterpart’s eyes. However, the women’s strategy of behaving more assertively failed to create a more positive impression. Instead, women who behaved more assertively, were judged more negatively.

“Our findings have long-term implications for how we teach negotiation,” the authors conclude. “Men who try to make a positive impression by being conciliatory risk forfeiting their own economic outcomes and women who try to make positive impressions by being assertive can risk damaging their relationships. Thus, men and women may benefit from different strategies when it comes to balancing the tension in negotiation between empathy and assertiveness.”


Story Source:

The above story is based on materials provided by Wiley-Blackwell. Note: Materials may be edited for content and length.


Journal Reference:

  1. Curhan et al. Making a Positive Impression in a Negotiation: Gender Differences in Response to Impression Motivation. Negotiation and Conflict Management Research, 2008; 1 (2): 179 DOI: 10.1111/j.1750-4716.2008.00010.x

Cite This Page:

Wiley-Blackwell. "Gender Stereotypes Contradicted When Negotiating." ScienceDaily. ScienceDaily, 7 August 2008. <www.sciencedaily.com/releases/2008/08/080807112605.htm>.
Wiley-Blackwell. (2008, August 7). Gender Stereotypes Contradicted When Negotiating. ScienceDaily. Retrieved April 17, 2014 from www.sciencedaily.com/releases/2008/08/080807112605.htm
Wiley-Blackwell. "Gender Stereotypes Contradicted When Negotiating." ScienceDaily. www.sciencedaily.com/releases/2008/08/080807112605.htm (accessed April 17, 2014).

Share This



More Mind & Brain News

Thursday, April 17, 2014

Featured Research

from universities, journals, and other organizations


Featured Videos

from AP, Reuters, AFP, and other news services

Is Apathy A Sign Of A Shrinking Brain?

Is Apathy A Sign Of A Shrinking Brain?

Newsy (Apr. 17, 2014) A recent study links apathetic feelings to a smaller brain. Researchers say the results indicate a need for apathy screening for at-risk seniors. Video provided by Newsy
Powered by NewsLook.com
Are School Dress Codes Too Strict?

Are School Dress Codes Too Strict?

AP (Apr. 16, 2014) Pushing the limits on style and self-expression is a rite of passage for teens and even younger kids. How far should schools go with their dress codes? The courts have sided with schools in an era when school safety is paramount. (April 16) Video provided by AP
Powered by NewsLook.com
Could Even Casual Marijuana Use Alter Your Brain?

Could Even Casual Marijuana Use Alter Your Brain?

Newsy (Apr. 16, 2014) A new study conducted by researchers at Northwestern and Harvard suggests even casual marijuana use can alter your brain. Video provided by Newsy
Powered by NewsLook.com
Couples Who Sleep Less Than An Inch Apart Might Be Happiest

Couples Who Sleep Less Than An Inch Apart Might Be Happiest

Newsy (Apr. 16, 2014) A new study by British researchers suggests couples' sleeping positions might reflect their happiness. Video provided by Newsy
Powered by NewsLook.com

Search ScienceDaily

Number of stories in archives: 140,361

Find with keyword(s):
Enter a keyword or phrase to search ScienceDaily for related topics and research stories.

Save/Print:
Share:

Breaking News:
from the past week

In Other News

... from NewsDaily.com

Science News

Health News

Environment News

Technology News



Save/Print:
Share:

Free Subscriptions


Get the latest science news with ScienceDaily's free email newsletters, updated daily and weekly. Or view hourly updated newsfeeds in your RSS reader:

Get Social & Mobile


Keep up to date with the latest news from ScienceDaily via social networks and mobile apps:

Have Feedback?


Tell us what you think of ScienceDaily -- we welcome both positive and negative comments. Have any problems using the site? Questions?
Mobile: iPhone Android Web
Follow: Facebook Twitter Google+
Subscribe: RSS Feeds Email Newsletters
Latest Headlines Health & Medicine Mind & Brain Space & Time Matter & Energy Computers & Math Plants & Animals Earth & Climate Fossils & Ruins