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Not competent enough to know the difference? : gender stereotypes about women's ease of being misled predict negotiator deception

Kray, Laura J.; Kennedy, Jessica A.; Van Zant, Alex B. - In: Organizational behavior and human decision processes : … 125 (2014) 2, pp. 61-72

Persistent link: https://www.econbiz.de/10010485766

Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception

Kray, Laura J.; Kennedy, Jessica A.; Zant, Alex B. Van - In: Organizational Behavior and Human Decision Processes 125 (2014) 2, pp. 61-72

We examined whether gender differences in the perceived ease of being misled predict the likelihood of being deceived in distributive negotiations. Study 1 (N=131) confirmed that female negotiators are perceived as more easily misled than male negotiators. This perception corresponded with...

Persistent link: https://www.econbiz.de/10011076522