ABSTRACT FROM BOOK CHAPTER
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 demonstrate in Experiment 1 that gender stereotype endorsement impairs performance for positively stereotyped negotiators relative to negatively stereotyped negotiators, and decreases joint performance by causing both negotiators to overlook commonalities. In Experiment 2, we explore whether reactions to stereotype endorsement are moderated by negotiators’ implicit beliefs about the malleability of performance. We demonstrate that stereotype reactance, or an ironic performance boost by the negatively stereotyped negotiator, is promoted by a belief that negotiating ability is malleable. Fixed beliefs about negotiating ability render negotiators immune to the endorsement of gender stereotypes.