Gender differences in negotiations

Research Paper (postgraduate) , 2020 , 49 Pages

Leadership and Human Resources - Generation Y, Generation Z

The most researched individual-difference topic in negotiation is that of gender differences. Whether there is a choice or not, every person is a negotiator in his own way. This capacity is achieved more or less at individual level. Human beings are not born with this quality, but they have the chance to gain it through experience, in accordance to their own personalities.
The purpose of this research is to examine how men and women think about negotiation, how they are treated within the negotiation process, the manner in which they are influenced by stereotypes as well as by other elements of social context, how they respond to tactics and to assess the main negotiating styles adopted by both men and women.

Nowadays, the negotiation process plays an essential role especially in the commercial transactions. Through it, people settle differences. "Negotiation in the classic diplomatic sense assumes parties more anxious to agree than to disagree", as stated by Dean Acheson.

The areas in which the negotiation matters increased over the years and the need to negotiate is recognized all over the world. The ability to negotiate successfully rests on a combination of analytical and interpersonal skills. The significance of this process became a precious and indispensable factor in any business’s effort made to acquire success. We may say that the negotiation represents the most important thing making the difference between companies that flourish and those that fail, this happening more due to the competitive field of business. An effective and efficient negotiation process is the one that makes sure the company thrives. This is where the negotiation skills come into sight. The individual personality can have a conclusive influence in the way a negotiation takes place.

Therefore, among those listed above, to the purpose of this paper also contributes the analysis related to the power of negotiation of both men and women as well as their behaviors and their specific practices. Alongside these, the thesis also gives on outlook in what concerns the women’s ability to negotiate, the importance of the existence of this capacity, the premise that men are better negotiators and the identification of these certain particular aspects.

Table of Contents

INTRODUCTION

THEORETICAL PERSPECTIVES
A general perspective on negotiation
Situational factors
Structural Ambiguity
Gender Triggers
Assessing gender negotiation styles
Gender and negotiation performance
Salary differences at Organizational Entry
Prescriptive and descriptive sex stereotypes
Intra-household bargaining

RESEARCH DESIGN
Objectives
Methods
Literature Review
Survey

AN ANALYSIS OF GENDER DIFFERENTIATION IN NEGOTIATION AMONG YOUNG BUSINESS PEOPLE
Sampling and collection of data
Findings
Observations and recommendations

CONCLUSION

REFERENCES

APPENDIX 1

• Authors: Simona Vasilache (Author), Madalina Voinea (Author), Mihaela Sava (Author)
• Publication Year: 2020
• Pages: 49
• Catalog Number: V921036
• ISBN (eBook): 9783346239891
• ISBN (Book): 9783346239907
• Language: English
• Tags: gender