Effect of Gender on Bargaining
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The effects of gender on negotiations and bargaining have been at the center of business-related research for decades. The approach and process can be affected by your own gender, and also the gender of the person sitting across the bargaining table from you. Using peer-reviewed sources, research the specific effects of gender, and concisely summarize the effects on negotiations and bargaining with a 500- to 750-word supported analysis with in-text citations and references included.
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The posting describes the effect of gender on bargaining.
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The effects of gender on negotiations and bargaining are based on the perceptions of men's and women's bargaining styles. The bargaining styles are based on the perception of women as malleable, non-competitive, and accommodative. Women are perceived as people who strive to avoid conflict. In contrast, men are perceived to be competitive, uncompromising, and rigid. Men are perceived as unbending and adamant. Negotiators feel that men are goal-oriented and aggressive. They are perceived as forceful, hostile, and belligerent. In contrast, women are assumed to be risk averse, do not manage conflict well, and do not articulate what they want during negotiations. There are situations in which women have claimed that they never negotiate even when such negotiation is required (a). The perceptions are that women feel anxious and uneasy about negotiating. Dissimilarly, men are perceived as relishing conflict, aggressively pursuing what they want, and being ready to take risks. For example, the booming voice of some males and their aggressive gestures are believed to be signs of aggression. In some cases, men who naturally look angry or ferocious are sent for bargaining. The observation is that men are comfortable negotiating, and men feel that most things are negotiable.
The contrary opinion in research shows that women collaborate more and the bargain they reach is won/win. Women accommodate the ...
Education
- MBA, Indian Institute of Social Welfare and Business Management
- BSc, University of Calcutta
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