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Unpublished Paper
But Can I Trust Her? Gender and Expectancy Violations in Negotiation
  • Mara Olekalns, Melbourne Business School
  • Carol Kulik, University of South Australia
  • Dasha Simonov, University of Melbourne
  • Carolyn Bradshaw, University of Melbourne
Women who negotiate incur social backlash, being perceived as more pushy and demanding than women who do not negotiate. In two experiments, we test the boundary conditions for this backlash effect. Using a simulated employment contract negotiation, we explore how the strategies that women use, who they negotiate with (E1) and the organizational context within which they negotiate (E2) affects one social outcome, women’s perceived trustworthiness. We compare the how men and women evaluate the use of a gender-congruent accommodating style or a a gender-incongruent, competing style (E1) in either an agentic or a communal organizational culture (E2). In both experiments, we show that women are more likely than men to reassess a female negotiator’s trustworthiness based on the whether she implements an accommodating or a competing strategy. In Experiment 1, we further demonstrate that in their negotiations with other women, female negotiators who accommodate preserve relational trust (identity, integrity) but prime the use of sanctions (deterrent trust) whereas those who compete erode relational trust but also reduce the salience of sanction. In Experiment 2, we show that the impact of strategy choice on a female negotiator’s perceived benevolence is attenuated in a communal culture but amplified in an agentic culture. Extending our E1 findings, in negotiation with women but not with men, female negotiators who implement an accommodating strategy in an agentic culture increase the salience of sanctions but those who implement a competing strategy in an agentic culture decrease the salience of sanctions.
  • gender stereotypes,
  • negotiation,
  • trust
Publication Date
Citation Information
Mara Olekalns, Carol Kulik, Dasha Simonov and Carolyn Bradshaw. "But Can I Trust Her? Gender and Expectancy Violations in Negotiation" (2011)
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