Discussions and responses Negotiation and conflict resolutions

Gender Differences in Negotiation

While considering the various issues influencing a negotiation, gender differences is undoubtedly considered one of the chief factors that results to the variation in the nature of a negotiation. Stereotypical beliefs regarding the gender difference is on the other hand described as a major aspect that impacts interaction or rather their negotiation. The notion of stereotypical belief and its impact on a negotiation is further explained by Cotter and Henley (2017) in their article where they denote various stereotypical beliefs including the fact that women and even men perceive males to be highly manipulative, win-lose seekers and even competitive negotiators. On a different perspective, women are identified as more accommodating compared to males, are more concerned or with a higher likelihood of seeking a win-win outcome in a negotiation (Cotter and Henley, 2017).

While analyzing the negotiation skills stereotypes exhibited by both genders, men are typically, believed to be logical and rational. Nonetheless, the female gender is considered to be more intuitive and even emotional while in a negotiation. While women focus more on maintaining the relationship, men to emphasize objective facts while still maintaining the art of dominance and authoritative (Stuhlmacher, & Walters, 1999). The attestation could be elaborated further acknowledging the fact that men are entitled to remain authoritative and dominant whereas the female gender is anticipated to remain passive and submissive.

A similar difference amid the two genders while in a negotiation primarily regards to the utilization of language. In a negotiation, the male gender is broadly recognized for using a more direct language whereas the female gender tend to utilize a differential and tentative speech pattern. While still focusing on the concept of language, men tend to be more effective while using a highly intensive language with the primal aim of persuading others. Besides, women are perceived as less forceful compared to the male gender acknowledging the fact that they tend to utilize a language based on disclaimers (“You Know”, “I think”).

References:

Cotter, M. J., & Henley, J. A. (2017). Gender Contrasts in Negotiation Impasse Rates. Management (18544223), 12(1), 3-25. doi:10.26493/1854-4231.12.3-25

Stuhlmacher, A. F., & Walters, A. E. (1999). Gender Differences in Negotiation Outcome: A Meta-Analysis. Personnel Psychology, 52(3), 653-677.