The prototypical image of a successful negotiator is someone who is competent, confident, and in control ' characteristics that are not always readily applied to disabled people. Two researchers wanted to understand if disabled people are more stigmatized in an intense job task, such as a potentially contentious, price-based negotiation. And if so, is this stigma more pronounced for women and/or those with an invisible disability' They had 2,000 people complete an online experiment where they read a transcript of a negotiation involving an employee named 'Alex,' who they rated on integrity and competence. The experiment varied the presentation of Alex as a male or female, as well as with no disability, a visible disability (seated in a wheelchair), an invisible disability (described as episodic epilepsy), or an invisible disability (described as bipolar disorder). They found that those who saw Alex as male with a visible disability rated him as having more integrity and competence...
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