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Women with comparable education and experience typically negotiate significantly lower starting salaries and subsequent raises than their male counterparts. The purpose of this study is to further investigate gender differences in negotiation performance by examining the link between stereotype threat and anxiety. Stereotype threat occurs in situations that invoke stereotype-based expectations for poor performance; because men typically enjoy a positive stereotype advantage in negotiation settings (where effective negotiators are believed to be assertive, rational, constructive, effective and decisive), they typically outperform women. Recent work by Kray, Galinsky & Thomas (2001) observed in mix-gender dyads that redefining female stereotypes as positive or enhancing to negotiating, women actually outperformed their male counterparts. To further understand the underlying mechanisms behind these findings, the current ongoing study compares levels of anxiety and negotiation performance under three experimental conditions that differ in terms of engendering stereotype threat.
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