Negotiation-Chapter 14-Research on Gender Difference in Negotiation
2- we can link some individual differences to liabilities or disadvantages that can be compensated for through awareness and concerted effort.
3-grasp of benefits and drawbacks of relevant individual difference can help the negotiator diagnose the other party’s talents, tendencies, and limits, and adjust strategy and tactics accordingly.
2-Embedded view of agency-women tend not to draw strict boundaries between negotiating and other aspects of their relationships.
3-Beliefs about ability and worth-men expect to earn more than women over the course of their career.
4-Control through empowerment-women are more,likely to seek empowerment where there is interaction among all parties in the relationship to build connection and enhance everyone’s power.
5-Problem solving through dialogue-Men, use dialogue a-to convince the other party that their position is the correct one
b-to support various tactics and ploys that are used to win points during the discussion.
6-Perceptions & sterotypes
2-Men and women communicate differently in negotiation-women more likely to be to contentious or hostile in virtual negotiations than in face to face.
3-Men and women are treated differently in negotiations
4-Similar tactics have different effects when using men versus women.
5-Gender stereotypes affect negotiator performance.