Negotiation

Kray, Laura, Jessica A. Kennedy, and Alex Van Zant. “Not Competent Enough to Know the Difference? Gender Stereotypes About Women's Ease of Being Misled Predict Negotiator Deception”. Organizational Behavior and Human Decision Processes, Forthcoming (2014): , 1-12. Web. Publisher's VersionAbstract

We examined whether gender differences in the perceived ease of being misled predict the likelihood of being deceived in distributive negotiations. Study 1 (N = 131) confirmed that female negotiators are perceived as more easily misled than male negotiators. This perception corresponded with perceptions of women’s relatively low competence. Study 2 (N = 328) manipulated negotiator competence (along with warmth and gender) and found that being perceived as easily misled affected expectations about the negotiating process, including less effective deception scrutiny among easily misled negotiators and lower ethical standards among negotiating counterparts. This pattern held true for women and men alike. Study 3 (N = 298) examined whether patterns of deception in face-to-face negotiations were consistent with this gender stereotype. As expected, negotiators deceived women more so than men, thus leading women into more deals under false pretenses than men.

 

 
Michael Luca

Michael Luca

Assistant Professor of Business Administration, Harvard Business School
Kessely Hong

Kessely Hong

Senior Lecturer in Public Policy, Harvard Kennedy School
Francesca Gino

Francesca Gino

Tandon Family Professor of Business Administration, Harvard Business School

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