Leverage and Power in Nogotiation
Not what you're looking for?
Describe how you think power and influence tactics interact with gender during negotiations. How does the gender of whom you are negotiating with affect the influence tactic you use ? What differences have you experienced when negotiating with males and females ?
1,161 words and references
Purchase this Solution
Solution Summary
Leverage and power in negotiation are examined.
Solution Preview
Women's movement into management positions over the past forty years has propelled an abundance of research into the similarities and differences between female and male managers (for meta-analysis reviews, see Dindia and Allen, 1992; Wilkins and Andersen, 1991). The primary question fueling this gender research is whether the behaviors of men and women are situation-bound or the result of more stable, gender differences.
Similar debate exists concerning men's and women's choice of upward influence tactics, defined as communication that is used intentionally by lower-power participants to change the behavior of higher-power participants in organizations (Waldron, 1999). The ability to exert influence on the decisions made by a supervisor is an important objective. How employees persuasively frame their upward influence has been shown to impact performance ratings (Kipnis and Vanderveer, 1971), organizational influence (Floyd and Wooldridge, 1997), promotability (Thacker and Wayne, 1995),job effectiveness (Yukl and Tracey, 1992), and supervisor's liking of the employee (Wayne and Ferris, 1990). Moreover, upward influence helps to make organizations more democratic and receptive to change (Waldron, 1999).
This study answers the call for additional research on gender, power, and upward influence tactics (Ringer and Boss, 2000; Schlueter et al., 1990) by developing a theoretical rationale for examining why there might be potential gender differences in upward influence tactic choices. First, pertinent literature on upward influence, gender, and power is reviewed. Next, the method is outlined. Results are then presented and discussed. Finally, implications are offered for research and employees.
Upward Influence Tactics, Gender, and Power
Upward Influence Tactics Defined
The well-regarded taxonomies provided by Kipnis et al. (1980) and Schriesheim and Hinkin (1990) indicate that there are six types of ...
Purchase this Solution
Free BrainMass Quizzes
Writing Business Plans
This quiz will test your understanding of how to write good business plans, the usual components of a good plan, purposes, terms, and writing style tips.
Basics of corporate finance
These questions will test you on your knowledge of finance.
Managing the Older Worker
This quiz will let you know some of the basics of dealing with older workers. This is increasingly important for managers and human resource workers as many countries are facing an increase in older people in the workforce
Marketing Research and Forecasting
The following quiz will assess your ability to identify steps in the marketing research process. Understanding this information will provide fundamental knowledge related to marketing research.
Production and cost theory
Understanding production and cost phenomena will permit firms to make wise decisions concerning output volume.