publication . Preprint . 2011

Gender Bias in Negotiators’ Ethical Decision Making

Kray, Laura;
Open Access
  • Published: 30 Mar 2011
What is the relationship between gender and the likelihood of being deceived in negotiations? In strategic interactions, the decision to deceive is based in part on the expected consequences (Gneezy, 2005). Because gender stereotypes suggest that women are more easily misled than men, the expected consequences of deception were predicted to be more positive with negotiators described in stereotypically feminine as opposed to masculine terms. Studies 1A and 1B confirmed that gender stereotypes affect the expected consequences of deception. An archival analysis of MBA classroom data (N = 298) was then conducted to explore the implications of this relationship in a...
free text keywords: Gender, bias, stereotypes, discrimination, negotiation, ethical decision making, deception, person perception, strategic interaction, Business
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