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    This posting discusses perceptions in negotiations.

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    What is the difference between sex and gender? What are several ways that women conceptualize negotiations differently than men? Explain how stereotypes matter in negotiation.

    Define perception and perceptual distortion by generalization. Explain how perception distortion can cause biases in negotiation. How can you use this information in negotiations? Cite specific examples

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    Solution Preview

    Sex refers to the sex at the time of an individual's birth. A person is born with either female or male characteristics, and is considered to be male or female based on the chromosomal make-up. A person's gender refers to the cultural and societal factors that distinguish each gender. Men and women act in certain ways, dress differently from each other, and have different mannerisms, which are referred to as gender. A person's gender is usually classified as feminine or masculine. Ways in which women conceptualize negotiations differently from men have to do with the stereotypes that exist in a gender-based in society. More often than not, because of these gender-based stereotypes, women believe that they must remain quieter than the authoritative figure in the negotiations, and that they must be more agreeable to the circumstances. Women also have a tendency to feel ...

    Solution Summary

    The solution discusses the role that the perceptions of sex and gender play in negotiations. References are provided.