Chapter 9: Individual Differences; Gender and Negotiation Part 1

Chapter 9: Individual Differences; Gender and Negotiation Part 1

1. Differences

   • Sex: Refer to categories of males and females based on a biological factor such as reproductive organs.
   • Gender: Refer to categories of males and females based on cultural or psychological factors such as identity.

2. Research on differences between men and women in negotiation

   • Empirical Findings
     • Men and women have different ways of thinking.
     • Men and women have different ways of communication.
     • Men and women are treated differently in negotiation.
     • Women and men have a different effect when using a similar tactic
     • Stereotypes can affect men and women performance.
   • Theoretical Perspective
     • Women emphasise relationships more than men.
     • Women tend to give a clear view, while men tend to be straightforward.
     • Women tend to set their worth than value.
     • Women tend to see everyone has equal power rather than man.
     • Women tend to discuss the idea with the other party, while men convince others to accept their idea.
     • The expectation of the society toward women and men stereotypes

3. Overcoming Gender Differences

   • Have a motivation to be a better negotiator
   • Set the right mindset because it can turn into powerful action.
   • Give an equal power