Quang Minh's mind map by minh phạm

Gender and Negotiation

minhphamquangpqm — 2024-03-12 04:58:15 UTC

Empirical Findings on Gender: Differences in Negotiations

minhphamquangpqm — 2024-03-12 04:58:28 UTC

Defining Sex and Gender

minhphamquangpqm — 2024-03-12 04:58:43 UTC

Male and Female Negotiators: Theoretical Perspectives

minhphamquangpqm — 2024-03-12 04:59:03 UTC

minhphamquangpqm — 2024-03-12 04:59:35 UTC

Introduction

-Distinguishing between the terms sex and
gender.

-Reviewing the theoretical perspectives on
why one might expect differences
-Examining empirical research evidence
about the underlying psychology of gender
in negotiation

minhphamquangpqm — 2024-03-12 05:00:05 UTC

Sex

Male and Female
the property or quality by which organisms are classified
as female or male on the basis of their reproductive organs and functions

minhphamquangpqm — 2024-03-12 05:00:26 UTC

Gender

cultural and psychological markers of the sexes –
the aspects of role or identity that differentiate men from
women in a given culture or society

minhphamquangpqm — 2024-03-12 05:00:46 UTC

- Factors affect how women and men approach negotiations:

Relational view of others
• Embedded view of agency
• Beliefs about ability and worth
• Control through empowerment
• Problem solving through dialogue
• Perceptions and stereotypes

minhphamquangpqm — 2024-03-12 05:01:17 UTC

Women: see negotiation as a behavior that occurs
within relationships without large divisions marking
when it begins and ends

minhphamquangpqm — 2024-03-12 05:02:07 UTC

Men: tend to demarcate negotiating from other

behaviors that occur and signal the beginning and

end of the negotiations behaviorally.

minhphamquangpqm — 2024-03-12 05:02:26 UTC

• Relational view of others
– Women: place greater emphasis on interaction goals
– Men: are driven more by task-specific goals

minhphamquangpqm — 2024-03-12 05:03:15 UTC

- Embedded view of agency:

Beliefs about ability and worth:

minhphamquangpqm — 2024-03-12 05:07:30 UTC

minhphamquangpqm — 2024-03-12 05:08:23 UTC

Women: are more likely to see their worth determined by
what the employer will pay

minhphamquangpqm — 2024-03-12 05:08:44 UTC

Men: expect to earn more than women over the course of
their career

minhphamquangpqm — 2024-03-12 05:09:23 UTC

Perceptions and stereotypes
– Negative stereotypes about female bargainers shape
expectations and behaviors
– Men have an advantage as a “dominant cultural stereotype”

minhphamquangpqm — 2024-03-12 05:10:23 UTC

Problem solving through dialog:

Women: seek to engage, listen and contribute
Men: convince the other party their position is the correct
one and support various tactics and ploys that are used to
win points during the discussion

minhphamquangpqm — 2024-03-12 05:10:41 UTC

Control through empowerment:

Women: are more likely to seek empowerment, “interaction among all parties in the relationship”
Men: use power to achieve their own goals or to force the
other party to capitulate

minhphamquangpqm — 2024-03-12 05:14:10 UTC

• Men and women conceive of negotiations
differently
– Relationship versus task orientation
– Competition versus collaboration
– Is the situation perceived as a negotiation
opportunity?
– Outcome expectations
• Men and women communicate differently
• Men and women are treated differently

minhphamquangpqm — 2024-03-12 05:15:52 UTC

• Similar tactics have different effects when used by
men versus women
– Exchange tactics: studies suggest that not only do men and women receive different outcomes during salary
negotiations but that the same tactic may have opposite
effects on salary negotiation outcomes
– Aggressive tactics: male and female candidates were less
likely to be hired when they bargained aggressively.

minhphamquangpqm — 2024-03-12 05:16:11 UTC

• Gender stereotypes affect negotiator performance:
– Stereotypes undermine the performance of female
negotiators
– The negative effect of stereotypes about gender
differences can be overcome
– The activated stereotype may matter more than the
actual gender of the negotiator

Overcoming the Disadvantage of Gender Differences

minhphamquangpqm — 2024-03-12 05:16:47 UTC

minhphamquangpqm — 2024-03-12 05:17:42 UTC

• Motivational interventions
– Emphasize the mutual dependence of both parties in the
negotiation relationship

minhphamquangpqm — 2024-03-12 05:17:58 UTC

• Situational interventions
– Alter the social roles that women assume in a negotiation to
reduce the extent to which women feel constrained to
conform to gender role

minhphamquangpqm — 2024-03-12 05:18:15 UTC

• Cognitive interventions
– Focus on things that negotiators have in common that
transcend gender, such as common goals or identities