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)
Please use this url to cite or link to this publication:
https://lup.lub.lu.se/record/1731983
- author
- Tellhed, Una
LU
and Björklund, Fredrik
LU
- organization
- publishing date
- 2011
- 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
- pmid:21077905
- 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
- 2016-04-01 13:26:29
- date last changed
- 2022-02-19 05:33:28
@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}},
keywords = {{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}},
doi = {{10.1111/j.1467-9450.2010.00855.x}},
volume = {{52}},
year = {{2011}},
}