The Negotiating Behaviour of Female Leaders in Online Group Negotiations: The Effect of Social Motives and Gender Stereotype Activation

This experimental study used a 2 (social motives; pro-social vs. pro-self) x 2 (gender of the experimenter; female vs. male) design to examine the impact of social motives and gender stereotype activation on the negotiating behaviour of female leaders in online group negotiations. A sample of 95 female participants, ranging from 20 to 70 years old and with various educational backgrounds, participated in an online group negotiation experiment. The participants negotiated against two fake counterparts. Their social motives were to either negotiate for themselves (pro-self) or for the group (pro-social) and they negotiated in an environment where gender stereotypes were activated through the gender of the experimenter. Results showed that neither social motives nor gender stereotype activation significantly impacted the negotiating behaviour of the female leaders. However, participants' social motives were more strongly influenced when a female experimenter led the experiment. These...Show moreThis experimental study used a 2 (social motives; pro-social vs. pro-self) x 2 (gender of the experimenter; female vs. male) design to examine the impact of social motives and gender stereotype activation on the negotiating behaviour of female leaders in online group negotiations. A sample of 95 female participants, ranging from 20 to 70 years old and with various educational backgrounds, participated in an online group negotiation experiment. The participants negotiated against two fake counterparts. Their social motives were to either negotiate for themselves (pro-self) or for the group (pro-social) and they negotiated in an environment where gender stereotypes were activated through the gender of the experimenter. Results showed that neither social motives nor gender stereotype activation significantly impacted the negotiating behaviour of the female leaders. However, participants' social motives were more strongly influenced when a female experimenter led the experiment. These findings suggest that women may be more responsive to instructions from other women. Additionally, this study underscores the need to further explore the underlying factors affecting women's negotiation outcomes.Show less

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The Negotiating Behaviour of Female Leaders in Online Group Negotiations: The Effect of Social Motives and Gender Stereotype Activation