The Influence of Gender Role Stereotype on Negotiation Performance

DOI

10.2991/assehr.k.210902.032How to use a DOI?

Keywords

Gender role stereotype, Negotiation performance, Influence

Abstract

There has existed a rooted stereotype that female negotiators are less competitive in distributive negotiation. The long lasting stereotypes on gender differences are likely to influence the behaviour of negotiators in several ways, and both the existence and the awareness of the existence of the gender role may unconsciously guide the way negotiators behave. Although impossible to avoid being influenced by the stereotypes, several possible methods, including the use of moderation, playing to the strength and explicitly addressing the stereotypes, could be applied to reduce the impacts.

Copyright

© 2021, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - Wei Lu
PY  - 2021
DA  - 2021/09/04
TI  - The Influence of Gender Role Stereotype on Negotiation Performance
BT  - Proceedings of 6th International Conference on Contemporary Education, Social Sciences and Humanities. (Philosophy of Being Human as the Core of Interdisciplinary Research) (ICCESSH 2021)
PB  - Atlantis Press
SP  - 197
EP  - 202
SN  - 2352-5398
UR  - https://doi.org/10.2991/assehr.k.210902.032
DO  - 10.2991/assehr.k.210902.032
ID  - Lu2021
ER  -