Department

University of Tennessee at Chattanooga. Dept. of Psychology

Publisher

University of Tennessee at Chattanooga

Place of Publication

Chattanooga (Tenn.)

Abstract

With women gaining more knowledge and asking for more money, the disparity in the salary gap is starting to close. However, women are still getting paid less. It has been found that women generally do not negotiate as high of salaries as men (Mazei, Huffmeier, Freund, Stuhlmacher, Bilke, & Hertel, 2015). In fact, when women were reminded of the stereotype threat surrounding women and negotiation, they often had lower negotiated salaries and salary goals (Tellhed & Bjrklund, 2011; Kray, Thompson, & Galinsky, 2001). However, Gist, Stevens, and Bavetta (1991) found that salary negotiation performance was strongly, positively related to self-efficacy. The present study will examine whether goal setting training and self-management training will increase negotiation self-efficacy. We also want to examine the effect that well known negotiation stereotypes have on self-efficacy and salary goals.

Date

October 2019

Subject

Industrial and organizational psychology

Document Type

posters

Language

English

Rights

http://rightsstatements.org/vocab/InC/1.0/

License

http://creativecommons.org/licenses/by-nc-nd/4.0/

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Oct 26th, 1:05 PM Oct 26th, 1:50 PM

Does goal setting training and self-management training increase self-efficacy in negotiation even in the presence of a negotiation stereotype threat

With women gaining more knowledge and asking for more money, the disparity in the salary gap is starting to close. However, women are still getting paid less. It has been found that women generally do not negotiate as high of salaries as men (Mazei, Huffmeier, Freund, Stuhlmacher, Bilke, & Hertel, 2015). In fact, when women were reminded of the stereotype threat surrounding women and negotiation, they often had lower negotiated salaries and salary goals (Tellhed & Bjrklund, 2011; Kray, Thompson, & Galinsky, 2001). However, Gist, Stevens, and Bavetta (1991) found that salary negotiation performance was strongly, positively related to self-efficacy. The present study will examine whether goal setting training and self-management training will increase negotiation self-efficacy. We also want to examine the effect that well known negotiation stereotypes have on self-efficacy and salary goals.