Women's relatively worse performance in negotiation is often cited as an explanation for gender differences in advancement and pay within organizations. We review key findings from the past twenty years of research on gender differences in negotiation. Women do underperform relative to men in...

Scholars have assumed that trust is fragile: difficult to build and easily broken. We demonstrate, however, that in some cases trust is surprisingly robust — even when harmful deception is revealed, some individuals maintain high levels of trust in the deceiver. In this paper, we describe how...

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...

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...

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...

We demonstrate that implicit beliefs influence trust. In an experiment, we induced one of two types of implicit beliefs: entity beliefs about negotiation ability (a belief that negotiation ability is fixed over time), and incremental beliefs about negotiation ability (a belief that negotiation...

We present two experiments that explore how endorsing the belief that innate ability differences apply to men and women affects performance in mixed-motive negotiations. In contrast to stereotype lift (Walton & Cohen, 2003), which predicts a benefit for positively stereotyped negotiators, we...

We explored the relationship between counterfactual thinking and the construction of integrative negotiation agreements. Building on past research demonstrating that counterfactual mind-sets promote a structured imagination (Kray, Galinsky, & Wong, 2006), we hypothesized that priming a...