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Stereotype threat in salary negotiations is mediated by reservation salary

Tellhed, Una LU and Björklund, Fredrik LU (2011) In Scandinavian Journal of Psychology 52. p.185-195
Abstract
Women are stereotypically perceived as worse negotiators than men, which may make them ask for less salary than men when under stereotype threat (Kray et al., 2001). However, the mechanisms of stereotype threat are not yet properly understood. The current study investigated whether stereotype threat effects in salary negotiations can be explained by motivational factors. A total of 116 business students negotiated salary with a confederate and were either told that this was diagnostic of negotiating ability (threat manipulation) or not. Measures of minimum (reservation) and ideal (aspiration) salary goals and regulatory focus were collected. The finding (Kray et al., 2001) that women make lower salary requests than men when under... (More)
Women are stereotypically perceived as worse negotiators than men, which may make them ask for less salary than men when under stereotype threat (Kray et al., 2001). However, the mechanisms of stereotype threat are not yet properly understood. The current study investigated whether stereotype threat effects in salary negotiations can be explained by motivational factors. A total of 116 business students negotiated salary with a confederate and were either told that this was diagnostic of negotiating ability (threat manipulation) or not. Measures of minimum (reservation) and ideal (aspiration) salary goals and regulatory focus were collected. The finding (Kray et al., 2001) that women make lower salary requests than men when under stereotype threat was replicated. Women in the threat condition further reported lower aspiration salary, marginally significantly lower reservation salary and less eagerness/more vigilance than men. Reservation salary mediated the stereotype threat effect, and there was a trend for regulatory focus to mediate the effect. Thus, reserva-tion salary partly explains why women ask for less salary than men under stereotype threat. Female negotiators may benefit from learning that stereotype threat causes sex-differences in motivation. (Less)
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author
organization
publishing date
type
Contribution to journal
publication status
published
subject
keywords
salary negotiation, stereotype threat, mediation
in
Scandinavian Journal of Psychology
volume
52
pages
185 - 195
publisher
Wiley-Blackwell
external identifiers
  • wos:000288547200012
  • scopus:79952716873
ISSN
1467-9450
DOI
10.1111/j.1467-9450.2010.00855.x
language
English
LU publication?
yes
id
2c8e66d3-31ea-4008-b304-8c92f6a2cfa3 (old id 1731983)
date added to LUP
2010-12-20 14:06:42
date last changed
2017-06-04 03:55:09
@article{2c8e66d3-31ea-4008-b304-8c92f6a2cfa3,
  abstract     = {Women are stereotypically perceived as worse negotiators than men, which may make them ask for less salary than men when under stereotype threat (Kray et al., 2001). However, the mechanisms of stereotype threat are not yet properly understood. The current study investigated whether stereotype threat effects in salary negotiations can be explained by motivational factors. A total of 116 business students negotiated salary with a confederate and were either told that this was diagnostic of negotiating ability (threat manipulation) or not. Measures of minimum (reservation) and ideal (aspiration) salary goals and regulatory focus were collected. The finding (Kray et al., 2001) that women make lower salary requests than men when under stereotype threat was replicated. Women in the threat condition further reported lower aspiration salary, marginally significantly lower reservation salary and less eagerness/more vigilance than men. Reservation salary mediated the stereotype threat effect, and there was a trend for regulatory focus to mediate the effect. Thus, reserva-tion salary partly explains why women ask for less salary than men under stereotype threat. Female negotiators may benefit from learning that stereotype threat causes sex-differences in motivation.},
  author       = {Tellhed, Una and Björklund, Fredrik},
  issn         = {1467-9450},
  keyword      = {salary negotiation,stereotype threat,mediation},
  language     = {eng},
  pages        = {185--195},
  publisher    = {Wiley-Blackwell},
  series       = {Scandinavian Journal of Psychology},
  title        = {Stereotype threat in salary negotiations is mediated by reservation salary},
  url          = {http://dx.doi.org/10.1111/j.1467-9450.2010.00855.x},
  volume       = {52},
  year         = {2011},
}