Stereotype Reactance at the Bargaining Table: The Effect of Stereotype Activation and Power on Claiming and Creating Value

Personality and Social Psychology Bulletin

Volumn 30, Issue 4, 2004, Pages 399-411

  Kray, Laura J ^a,d   Reb, Jochen ^b   Galinsky, Adam D ^c   Thompson, Leigh ^c  

^a UNIVERSITY OF CALIFORNIA   (United States)

^b UNIVERSITY OF ARIZONA   (United States)

^c NORTHWESTERN UNIVERSITY   (United States)

^d UNIVERSITY OF CALIFORNIA   (United States)

Author keywords

Gender; Negotiations; Power; Reactance; Stereotype; Threat

Indexed keywords

EID: 1842536829     PISSN: 01461672     EISSN: None     Source Type: Journal    
DOI: 10.1177/0146167203261884     Document Type: Article

References (39)

1. Aronson, J., Lustina, M. J., Good, C., Keough, K., Steele, C. M., & Brown, J. (1999). When White men can't do math: Necessary and sufficient factors in stereotype threat. Journal of Experimental Social Psychology, 35, 29-46.
2. Bargh, J. A., Chen, M., & Burrows, L. (1996). The automaticity of social behavior: Direct effects of trait concept and stereotype activation on action. Journal of Personality and Social Psychology, 71, 230-244.
3. Brehm, J. W. (1966). A theory of psychological reactance. New York: Academic Press.
4. Brett, J. M., Shapiro, D. L., & Lytle, A. L. (1998). Breaking the bonds of reciprocity in negotiations. Academy of Management Journal, 41, 410-424.
5. Brown, R. P., & Josephs, R. A. (1999). A burden of proof: Stereotype relevance and gender differences in math performance. Journal of Personality and Social Psychology, 76, 246-257.
6. Carnevale, P. J. D., Pruitt, D. G., & Seilheimer, S. D. (1981). Looking and competing: Accountability and visual access in integrative bargaining. Journal of Personality and Social Psychology, 40, 111-120.
7. Cheryan, S., & Bodenhausen, G. V. (2000). When positive stereotypes threaten intellectual performance: The psychological hazards of "model minority" status. Psychological Science, 11, 399-402.
8. Croizet, J., & Claire, T. (1998). Extending the concept of stereotype and threat to social class: The intellectual underperformance of students from low socioeconomic backgrounds. Personality and Social Psychology Bulletin, 24, 588-594.
9. Dijksterhuis, A., Spears, R., Postmes, T., Stapel, D., Koomen, W., van Knippenberg, A., et al. (1998). Seeing one thing and doing another: Contrast effects in automatic behavior. Journal of Personality and Social Psychology, 75, 862-871.
10. Fisher, R., & Ury, W. (1981). Getting to yes: Negotiating agreement without giving in. Boston: Houghton Mifflin.
11. French, J. R. P., & Raven, B. (1959). The bases of power. In D. Cartwright (Ed.), Studies in social power. Ann Arbor, MI: Institute for Social Research.
12. Froman, L. A., & Cohen, M. D. (1970). Compromise and logroll: Comparing the efficiency of two bargaining processes. Behavioral Science, 30, 180-183.
13. Gonzales, P. M., Blanton, H., & Williams, K. J. (2002). The effects of stereotype threat and double-minority status on the test performance of Latino women. Personality and Social Psychology Bulletin, 28, 659-670.
14. Greenwald, A. G., & Banaji, M. R. (1995). Implicit social cognition: Attitudes, self-esteem, and stereotypes. Psychological Review, 102, 4-27.
15. Greenwald, A. G., Banaji, M. R., Rudman, L. A., Farnham, S. D., Nosek, B. A., & Mellott, D. S. (2002). A unified theory of implicit attitudes, stereotypes, self-esteem, and self-concept. Psychological Review, 109, 3-25.
16. Kray, L. J., Galinsky, A., & Thompson, L. (2002). Reversing the gender gap in negotiations: An exploration of stereotype regeneration. Organizational Behavior and Human Decision Processes, 87, 386-410.
17. Kray, L. J., Thompson, L., & Galinsky, A. (2001). Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology, 80, 942-958.
18. Leyens, J. P., Desert, M., Croizet, J. C., & Darcis, C. (2000). Stereotype threat: Are lower status and history of stigmatization preconditions of stereotype threat? Personality and Social Psychology Bulletin, 26, 1189-1199.
19. Martin, L. L. (1986). Set/reset: Use/disuse of concepts in impression formation. Journal of Personality and Social Psychology, 51, 493-504.
20. Neale, M. A. (1997). New recruit: Dispute resolution research center exercises. Evanston, IL: Northwestern University.
21. Pinkley, R. A., Neale, M. A., & Bennett, R. J. (1994). The impact of alternatives to settlement in dyadic negotiation. Organizational Behavior and Human Decision Processes, 57, 97-116.
22. Porter, N., & Geis, F. L. (1981). Women and nonverbal leadership cues: When seeing is not believing. In C. Mayo & N. Henley (Eds.), Gender and nonverbal behavior (pp. 39-61). New York: Springer-Verlag.
23. Pruitt, D. G., & Lewis, S. A. (1975). Development of integrative solutions in bilateral negotiations. Journal of Personality and Social Psychology, 31, 621-630.
24. Pruitt, D. G., & Rubin, J. Z. (1986). Social conflict: Escalation, stalemate, and settlement. New York: Random House.
25. Raiffa, H. (1982). The art and science of negotiation. Cambridge, MA: Belknap.
26. Schroth, H. (1997). The player: Dispute resolution research center exercises. Evanston, IL: Northwestern University.
27. Shih, M., Ambady, N., Richeson, J. A., Fujita, K., & Gray, H. M. (2002). Stereotype performance boosts: The impact of self-relevance and the manner of stereotype activation. Journal of Personality and Social Psychology, 83, 638-647.
28. Spencer, S. J., Steele, C. M., & Quinn, D. M. (1999). Stereotype threat and women's math performance. Journal of Experimental Social Psychology, 35, 4-28.
29. Steele, C. M. (1988). The psychology of self-affirmation: Sustaining the integrity of the self. In L. Berkowitz (Ed.), Advances in experimental social psychology: Vol. 21, Social psychological studies of the self: Perspectives and programs (pp. 261-302). New York: Academic Press.
30. Steele, C. M. (1997). A threat in the air: How stereotypes shape intellectual identity and performance. American Psychologist, 52, 613-629.
31. Steele, C. M., & Aronson, J. (1995). Stereotype threat and the intellectual test performance of African Americans. Journal of Personality and Social Psychology, 69, 797-811.
32. Steele, C. M., Spencer, S. J., & Lynch, M. (1993). Self-image resilience and dissonance: The role of affirmational resources. Journal of Personality and Social Psychology, 64, 885-896.
33. Stone, J., Lynch, C., Sjomeling, M., & Darley, J. M. (1999). Stereotype threat effects on Black and White athletic performance. Journal of Personality and Social Psychology, 77, 1213-1227.
34. Strack, F., Schwarz, N., Bless, H., Kuebler, A., & Waenke, M. (1993). Awareness of the influence as a determinant of assimilation versus contrast. European Journal of Social Psychology, 23, 53-62.
35. Stuhlmacher, A. F., & Walters, A. E. (1999). Gender differences in negotiation outcome: A meta-analysis. Personnel Psychology, 52, 653-677.
36. Thompson, L. (2001). The mind and heart of the negotiator (2nd ed.). Upper Saddle River, NJ: Prentice Hall.
37. Walters, A. E., Stuhlmacher, A. F., & Meyer, L. L. (1998). Gender and negotiator competitiveness: A meta-analysis. Organizational Behavior and Human Decision Processes, 76, 1-29.
38. Walton, G. M., & Cohen, G. L. (2003). Stereotype lift. Journal of Experimental Social Psychology, 39, 456-467.
39. Wheeler, S. C., & Petty, R. E. (2001). The effects of stereotype activation on behavior: A review of possible mechanisms. Psychological Bulletin, 127, 797-826.