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Gender and negotiation - Response III

Having read the response of the following learner, what negotiation tools can you find from the post of this learner ? How might you prepare differently for a negotiation with them ? What suggestions can you offer to help them use their gender influence effectively ?

The following is the comment from Belinder:

Gender negotiations can be complex as it is filled with stereotypes. As stated by Kray â??men are thought to be rational, assertive, and highly protective of their own interest. In contrast, women are thought to be passive, emotional, and accommodating of otherâ??s needsâ? (Kay, 2007). Women are considered more vulnerable because â??the traits associated with masculinity tend to be associated with effective negotiators, men are presumed to be more effective negotiators than womenâ? (Kay, 2007). Based on the concepts from this unit, I think that depends on who is more prepared for the negotiation, may it be women or men will have more power and strong influence tactics.

In negotiations it depends on the gender the negotiations are being held with as â??women may adjust both the degree and the manner of their persistence, depending on a naysayerâ??s genderâ? (Flynn, 2010). Although I can agree that in my experience that when I negotiate with an opposite gender it seems easier to use the integrative negotiation but when negotiating with the same gender I tend to use the distributive tactic. As stated we expect â??male partners to be more self-interested and competitive than female partners and expect female partners to be more other-concerned and cooperative than male partnersâ? (Flynn,2010). The difference that I have experience is its easier to negotiate with males as they are more focused on the logistics of it and more prepared, whereas female are more persistent and less focused on logistics.

References:

Bowles, H., Flynn, F., (2010).Gender and Persistence in Negotiation: A Dyadic Perspective. Academy of Management Journal, 53(4), 769-787. Retrieved from Business Source Complete database.

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I read both the Kray (2007) and Flynn (2010) peer reviewed articles. First of all Kray offers some strong evidence regarding her belief that men are more effective negotiators than women; but I think also this is more of a general trend, and that there may also be plenty of women who exhibit these same competitive instincts as men, and vice-versa. Hillary Clinton is one good example, as Secretary of State. However, while the Kray study offers pretty strong evidence that men are more effective at the negotiation table than women; (she cites Summer's study that because of discrimination women might not strive as hard to get to the top, as well as women having different reactions than men, in their reactions to having a negotiation prematurely aborted; women experience relief while men experience regret); on the other hand Kray points out the fact that researchers have explored the effect of strengthening the mental link in negotiators' minds between stereotypically feminine traits that are positive (such as empathy and communication skills) and what it means to be an effective negotiator, and she found that reminding negotiators of the value of these feminine traits prior to a mixed-gender negotiation actually led females to outperform their male counterparts; in fact Kray points out that this reversal occurred despite the fact that the negotiation was framed as diagnostic of their core abilities, the context that had previously produced the worst performance for female negotiators.

For example, as Kray (2007) regarding the prior study, points out that armed with the awarness that being female might actually be an advantage, at least from the standpoint of stereotypes, female negotiators approached the bargaining table with more assertive goals and higher expectations of their ability to succeed-two assets that enable any negotiator to capture a greater share of resources. According to this author, on a broader level, the fact that the stereotype of effective negotiators could be regenerated to include feminine traits ...

Solution Summary

The gender and negotiations are examined.

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