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/
Included in
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.
Department
University of Tennessee at Chattanooga. Dept. of Psychology