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Businesswomen's negotiation effectiveness depends on how well they integrate their gender and professional identities. Perceived compatibility influences whether identity cues help or hinder their negotiation outcomes.

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Area of Science:

  • Social Psychology
  • Organizational Behavior
  • Gender Studies

Background:

  • Traditional gender roles and expectations often lead to ineffective negotiation by women in professional settings.
  • The psychological literature on multiple identities suggests that the interplay between different roles can influence behavior.

Purpose of the Study:

  • To examine how individual differences in the perceived compatibility between gender and professional identities (Gender-Professional Identity Integration or G-PII) affect businesswomen's negotiation behaviors.
  • To investigate the interaction between G-PII, identity cues, and cue valence in shaping negotiation outcomes.

Main Methods:

  • Two studies were conducted to explore the relationship between G-PII and negotiation outcomes.
  • Participants' perceptions of compatibility between gender and professional identities were assessed.
  • The influence of primed identity cues (professional vs. gender) and their valence (positive vs. negative association with negotiation success) on negotiation behavior was examined.

Main Results:

  • High G-PII individuals exhibited an 'assimilation' effect: they negotiated more effectively when professional identity cues were primed and female traits were positively linked to success.
  • Conversely, high G-PII individuals negotiated less effectively when gender identity cues were primed and female traits were negatively linked to success.
  • Low G-PII individuals displayed a 'contrast' effect, showing the opposite pattern of results compared to high G-PII individuals.

Conclusions:

  • Individual differences in the perceived compatibility between gender and professional identities significantly influence how businesswomen negotiate.
  • The integration of multiple identities plays a crucial role in shaping negotiation strategies and outcomes for women in business.
  • Understanding G-PII can provide insights into improving negotiation effectiveness among diverse groups of professional women.