Department of Psychology, Lund University, Lund, Sweden.
Scand J Psychol. 2011 Apr;52(2):185-95. doi: 10.1111/j.1467-9450.2010.00855.x. Epub 2010 Nov 16.
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, reservation 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.
女性通常被认为比男性更不擅长谈判，这可能使她们在受到刻板印象威胁时要求的工资低于男性（Kray 等人，2001 年）。然而，刻板印象威胁的机制尚未得到充分理解。本研究探讨了在薪酬谈判中，刻板印象威胁效应是否可以用动机因素来解释。共有 116 名商科学生与一名同谋进行薪酬谈判，并被告知这是谈判能力的诊断（威胁操纵）或不。收集了最低（保留）和理想（期望）工资目标以及监管焦点的测量。当女性受到刻板印象威胁时，她们比男性提出的工资要求更低，这一发现（Kray 等人，2001 年）得到了复制。在威胁条件下的女性进一步报告说，她们的期望工资较低，保留工资略低，渴望/警惕性较低。保留工资部分解释了为什么女性在刻板印象威胁下要求的工资低于男性。女性谈判者可能会受益于学习刻板印象威胁会导致动机方面的性别差异。
