Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration

We examine how gender stereotypes affect performance in mixed-gender negotiations. We extend recent work demonstrating that stereotype activation leads to a male advantage and a complementary female disadvantage at the bargaining table (Kray, Thompson, & Galinsky, 2001). In the present investigation, we regenerate the stereotype of effective negotiators by associating stereotypically feminine skills with negotiation success. In Experiment 1, women performed better in mixed-gender negotiations when stereotypically feminine traits were linked to successful negotiating, but not when gender-neutral traits were linked to negotiation success. Gender differences were mediated by the performance expectations and goals set by negotiators. In Experiment 2, we regenerated the stereotype of effective negotiators by linking stereotypically masculine or feminine traits with negotiation ineffectiveness. Women outperformed men in mixed-gender negotiations when stereotypically masculine traits were linked to poor negotiation performance, but men outperformed women when stereotypically feminine traits were linked to poor negotiation performance. Implications for stereotype threat theory and negotiations are discussed.     

Lending a Helping Hand: The Effects of Gender Stereotypes and Gender on Likelihood of Helping1

The purpose of this study was to investigate the effects of gender and gender-role stereotypes on judgments of help-giving. As part of a 2 × 2 within-subjects design, 40 undergraduates read 4 different scenarios that described either a man or a woman needing help in either a stereotypically masculine or a stereotypically feminine situation. Although male participants felt more sympathy for men in stereotypically feminine situations and for women in stereotypically masculine situations, they were no more likely to help these individuals than they were to help those in gender-consistent situations. By contrast, women were more likely to help people in gender-inconsistent situations, despite feeling the most sympathy for people needing help in masculine situations. Implications for Weiner's (1980) attribution model of help-giving and Nadler & Fisher's (1986) threat-to-self-esteem model are discussed.     

Gender traits and identities in a "masculine" organization: the Israeli police force

Gender and occupational identities were examined within the Israeli police force, a stereotypically masculine organization. The principal hypothesis was that women in this organizational setting did not reject their gender identity. Rather, they self-attributed more traditionally masculine traits in addition to their feminine traits. This was especially so among women going through particularly intense occupational and organizational socialization needed for field jobs. The findings only partially confirmed the hypothesis. Most women in the sample considered themselves to be highly feminine, even though they self-attributed masculine traits. Although the women, like their male colleagues, ranked occupational identity higher than gender identity, their feminine identity (usually in contrast with the masculine organizational context) was not repressed and their gender identity was as strong as that of the men.     

Priming Effects in Lexical Decisions on Sex-Stereotypical Adjectives

To investigate the semantic memory organization of gender concepts, we used gender words to prime lexical decisions on stereotypically feminine and masculine adjectives (e.g., emotional and aggressive, respectively) in two experiments. Under certain conditions, gender primes facilitated performance on both stereotypically appropriate and inappropriate adjectives. Female subjects were facilitated when either the word woman or man primed stereotypically feminine adjectives. Male subjects were facilitated when the word male primed either stereotypically masculine or feminine adjectives (and they were inhibited when woman primed these adjectives, especially the masculine ones). These results suggest overlap in the memory representations of traits associated with the two genders.     

Mental-rotation performance in middle and high-school age: influence of stimulus material,gender stereotype beliefs,and perceived ability of gendered activities

ABSTRACT

In psychometric mental-rotation tests, males mostly outperform females. The stimulus material and stereotype beliefs could partly be responsible for these differences. This was investigated in an experimental study administering traditional cube figures (C-MRT) and structurally similar pellet figures (P-MRT) to middle- and high-school aged children. 168 participants either solved the C-MRT or the P-MRT and filled out a questionnaire about their perceived ability of stereotypically masculine and feminine activities and about their gender stereotype beliefs. Overall, boys outperformed girls and all children who solved the C-MRT were better than those who solved the P-MRT. Only boys' mental-rotation performance increased with age while girls' perceived ability of stereotypically masculine activities decreased. A regression analysis identified children’s gender, their perceived ability of stereotypically masculine activities and their female gender stereotype beliefs as predictors of mental-rotation performance. Results are discussed with a focus on stereotype threat effects and gender differences in mental-rotation strategies.     

Sex role correlates of stress-prone type a behavior in college students

This study considered the direct and interactive relationships between three sex role variables and Type A/Type B behavior in college students of both sexes. As predicted, Type A college women were more masculine than Type B controls; Type A females were not less feminine, however, as had been expected. No relationship was found between masculine or feminine sex role behavior and Type A status in college men, consistent with the results of an earlier study. Both male and female Type As revealed weaker gender schemas than Type B controls. Analysis of the conjoint variation of all three sex role components revealed no relationships for either Type A or Type B men. Type A women presented an unusual asynchrony between these components in light of the expected positive relation between stereotyped sex role identity (femininity) and sensitivity to stereotyped differences between women and men (strong gender-schematic processing). Nontraditional female Type As, who were more masculine than feminine, demonstrated strong gender schemas. Traditional female Type As, more feminine than masculine, displayed weak gender schemas. Type B women did not display these unusual sex role linkages.     

La valorisation professionnelle des caractéristiques de personnalité masculines,féminines et androgynes

This article examines the professional valorisation of gender-typed traits. In the study, participants should assess masculine, feminine and androgynous profiles in a set of professional contexts obtained by the crossing of social status (high versus low), gender (masculine versus feminine) and sector (production versus maintenance) of occupations. Consistent with a gender- typed trait matching model, the results showed that masculine profiles were the most valued ones in the most masculine occupations, feminine profiles were mostly valued in the most feminine occupations while androgynous profiles were the most valued in gender ambiguous occupations. Of particular interest was the fact that the perception of occupations’ gender was a function of the interaction between the gender and the sector of occupations (i.e.: the most masculine occupations were those that were stereotypically masculine and belonging to the production sector; the most feminine were those that were stereotypically feminine and belonging to the maintenance sector; the stereotypically masculine and maintenance occupations as the stereotypically feminine and production occupations were perceived as less gender typed).     

Gender expectations for alcohol use: A study of the significance of the masculine role

One hundred sixteen undergraduates assigned traditional gender-stereotyping adjectives and adjective phrases to two male and two female stimuli. Included in this set of traits were statements regarding drinking beer, drinking wine, and getting drunk. Results indicated that male stimuli were attributed stereotypically masculine traits (e.g., acts as a leader, is willing to take risks), and were attributed both beer drinking and getting drunk significantly more often than the female stimuli. By contrast, female stimuli were attributed stereotypically feminine traits (e.g., dependent, sensitive) and were attributed wine drinking significantly more often than the male stimuli. These data provide direct evidence that expectations regarding beer drinking and getting drunk are aspects of the traditional male gender role. The social and mental health implications of the findings are discussed.     

On the motivation of quid pro quo sexual harassment in men: relation to masculine gender role stress

Male office workers reported levels of distress elicited by personal violations of a range of masculine gender role expectations, as well as their proclivities to coerce sexual favors from “attractive” subordinate women via bribery or extortion. Sexual harassment proclivity levels were directly correlated with levels of distress related to four dimensions of masculine gender role violations, including acts of subordination to women, public expression of emotional behavior, inadequate heterosexual prowess, and inferiority in athletic and intellectual domains. These findings accord with an interpretation that men's quid pro quo sexual harassment may be motivated by the social punishment of their own failures to conform to masculine gender role expectations, including, but importantly, not limited to the expectation that men should punish women's violations of feminine gender role norms.     

Teacher Gender and Nonverbal Behavior in the Teaching of Gender-Stereotyped Materials1

Twenty teachers each taught a male and a female student two different lessons. One of these lessons was in a stereotypically masculine domain (mechanics), the other in a stereotypically feminine domain (vocabulary). Judges viewed clips from the videotaped lessons and rated teachers' nonverbal behaviors. The students also rated their teachers on a variety of behavioral dimensions. The results showed that teachers exhibited more positive behavior toward the students for whose gender the material being taught was stereotypically appropriate. Similarly, teachers exhibited more negative behavior toward those students for whose gender the material being taught was considered stereotypically inappropriate. Additionally, teacher gender was shown to interact with the above-mentioned biased teaching behavior. Generally speaking, women teachers behaved in a less gender-biased way than did men teachers. It is suggested that these kinds of differential teaching behaviors may contribute to the differential performance of male and female students in traditionally gender-stereotyped academic domains.     

The role of gender and gender role similarity in readers' identification with story characters

This study tested the hypothesis that adult readers would identify with story characters who display a similar gender role orientation. Male and female readers rated their identification with male and female characters who acted in either a masculine or feminine manner in short story vignettes. The primary finding was an interaction between gender role of reader and gender role behavior of character: as predicted, androgynous and undifferentiated readers identified equally with both masculine and feminine characters, masculine readers identified more strongly with masculine characters than feminine characters, and feminine readers identified more strongly with feminine characters than masculine characters. Further, androgynous readers identified somewhat more strongly with both types of characters than undifferentiated readers. However, the predicted effect of gender similarity between reader and character did not exert a strong influence on the identification process. In addition, feminine subjects reported greater identification across all four stories than masculine and undifferentiated subjects. Finally, of three questionnaire measures of empathy tested, only Davis's (1983) Interpersonal Reactivity Index (Empathic Concern subscale) significantly predicted general level of identification; as expected, these scores were significantly correlated with femininity gender role scores.     

Client Gender and Sex Role: Predictors of Counselors' Impressions and Expectations

Researchers of this study questioned: Are clients (male or female) with self-reported “masculine” versus “feminine” role orientations viewed more favorably by counselors? Which is more predictive of the counselor's impressions: the client's gender or his or her sex role orientation? Results suggested that highly masculine and highly feminine clients (regardless of gender) are perceived as more socially skilled and likely to experience a positive therapeutic outcome. Gender did not uniquely predict counselors' impressions. Highly feminine women clients, however, were viewed as more socially skilled than were highly feminine men. On average, clients were viewed as friendly and submissive.     

Effects of occupational choice and sex-role preferences on the attractiveness of competent men and women1

The present experiment assessed the impact of a person's sex role and occupational preferences on his/her social attractiveness, attractiveness as a coworker, and attractiveness to a prospective employer. Male and female subjects were provided information describing a competent male or a competent female stimulus person. Stimulus persons (SPs) were portrayed as favoring either traditionally masculine or traditionally feminine occupations, and as masculine or feminine in their sex-role preferences. As expected, both male and female SPs were seen as most socially attractive when their sex-role preferences were “gender consistent.” In contrast, subjects favored SPs who expressed masculine sex-role preferences when assessing the individual's attractiveness as a prospective employee. These findings were compared and contrasted with the results of earlier research, and the implications of sex-role deviance for males and for females were discussed.     

Crossover,Degendering, or…? A Multidimensional Approach to Life-Span Gender Development

Inspired by Sandra Bem and subsequent theorists, we examine gender as a multidimensional construct that differs across adulthood to test claims made by two different theories of life-span gender development—that men and women cross over and become more like the other gender with age, and that aging involves degendering or viewing gender as a less central aspect of the self. Self-report survey data from a U.S. sample of men and women recruited from Amazon’s Mechanical Turk (25–89 years, M age?=?47.38, SD?=?14.05) were used to investigate the extent to which stereotypically masculine traits; stereotypically feminine traits; androgyny; gender identification (i.e., identifying with one’s gender group and viewing this as a positive part of the self); and gender typicality (i.e., viewing oneself as a typical member of one’s gender group) differ between younger (i.e., under age 40), middle-aged (i.e., ages 40–59), and older men and women (i.e., age 60 and older) and by marital status. Results indicate that gender differences in stereotypically masculine and feminine personality traits exist, and that marital status moderates age and gender differences in traits. Among older men, those who are married are more likely to endorse stereotypically masculine traits, but also have higher androgyny scores than unmarried men. With age, both men and women perceive themselves as more typical examples of their gender group. Results are discussed as providing limited support for crossover theory, but not degendering.     

Relationships of Employment Status,Gender Role,Insult, and Gender with Use of Influence Tactics

Previous research indicates that men and womenuse different tactics to influence others. This paperexamines the worth of using personality andenvironmental variables to study phenomena that havebeen previously studied with gender as a variable.Study One examined the relationship between gender roleand choice of influence tactics for 31 male and 103female, mostly Caucasian college students. Study Two examined the role of traditional versusprofessional employment status on 104 female collegegraduates' choices of influence tactics. Consistent withthe hypothesis that gendered personality variables and environments would act in much the same wayas gender itself, students demonstrating masculinegender role characteristics and women employed intraditionally male settings reported a greaterlikelihood of using stereotypically male patterns ofinfluence. Students demonstrating feminine gender rolecharacteristics and women employed in traditionallyfemale settings reported a greater likelihood of using stereotypically female patterns of influence.The importance of studying personality and environmentalvariables relative to gender is discussed.     

MANAGER COMMUNICATIVE STYLE AND NURSE MORALE

This research project examined questions concerning the effectiveness of female managers using stereotypically masculine or feminine communication management styles. Nurses from three hospitals were surveyed on the perceptions of the communication management style of their superiors and answered self-report questions about their morale and job satisfaction. Employees of female managers who were perceived as managing in a stereotypically feminine style reported significantly greater morale and job satisfaction than did employees whose female managers were perceived as managing in a stereotypically masculine style. Implications are discussed.     

The Effects of Counterstereotypic Gender Strategies on Candidate Evaluations

Voters do not associate female candidates with feminine stereotypes, but voters also do not associate female candidates with the qualities most valued in political leaders such as experience and knowledge. Current research offers conflicting conclusions on whether female candidates benefit from breaking with feminine norms or face a backlash for being too aggressive and not likable enough. Using a series of experiments, I show how counterstereotypic gender strategies, including women emphasizing masculine trait competencies, improve evaluations of female candidates along both masculine and feminine leadership dimensions. These results offer novel insights into how female candidates can overcome perceptual deficits among voters that they lack critical masculine leadership qualities. I also show that female candidates can overcome these biases without losing on traditional feminine strengths such as warmth and likability. However, counterstereotypic female candidates can face a “likability” backlash from out‐partisan voters. These findings suggest counterstereotypes may be more beneficial for female candidates in a primary election context when voters are copartisans rather than general elections where candidates often need cross‐partisan support.     

Fathers,Sons, and Aggression: A Path Model

This study developed and tested a path model that examined the purported relationships between college males’ perceptions of their fathers’ rejection and traditional masculine ideology endorsement, and their own self-reported aggression. The model included participants’ traditional masculine ideology endorsement, masculine gender role stress, self-esteem, shame-proneness, and anger as mediating variables. The results indicated that college-age males’ perceptions of their fathers as rejecting and hypermasculine predicted aggression in the final path model. There was also support for the mediating roles of the son’s traditional masculine ideology endorsement, masculine gender role stress, self-esteem, and anger. It is concluded that fathers could play an integral role in the development of male aggressive behavior. Implications and future research are discussed.