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In every major occupational group and at every level of educational attainment, U.S. women earn less than men (Carnevale et al. 2018). Besides a component explained by objective factors (e.g., hours worked, occupation, experience), the gender wage gap includes a large component unexplained by objective factors. This latter component may be attributed, at least in part, to factors such as gender stereotyping and discrimination. In one study, we focus specifically on negotiation partners' gender stereotypes by investigating mock face-to-face negotiations around salary and benefits mimicking real world job settings. We specifically investigated whether U.S. women's (n = 83) negotiation performance was predicted by their negotiation counterparts' implicit and explicit gender stereotypes and whether these effects depended on the gender of the negotiation counterpart and their randomly assigned power role in the negotiation (recruiter vs. candidate). Overall, our findings suggest that regardless of women's power role in negotiations, women's lower performance is predicted by their male counterparts' higher implicit stereotypes. For female recruiters, this effect is further qualified by their male counterparts' explicit stereotypes. Our discussion explores how temporary power roles contribute to the expression of implicit and explicit gender stereotypes in negotiations. We also discuss practice implications for reducing negative effects of stereotypes on women's negotiation performance.

In the current study we sought to replicate the finding that adopting an open/expansive body posture increases subjective feelings of power (Carney, Cuddy, & Yap, 2010), while also investigating how these body postures influence the processing of persuasive messages. Two hundred participants were randomly assigned to adopt either an open or a closed body posture while reading either a strong or a weak persuasive message regarding junk food taxation.Afterwards, we measured participants' attitudes towards junk food, subjective feelings of power, thought confidence, and openness. Results failed to replicate the previously found effect of body posture on subjective feelings of power. Compared to weak messages, strong messages led to more persuasion, higher subjective power, more thought confidence, and more openness.However, body posture did not affect these outcomes. Overall, these findings suggest that power posture effects on are not maintained under certain conditions (e.g., a situation in which the person is not in a power role), thus challenging the idea of a direct, causal relationship between open postures and power.

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