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.
Inhaltsverzeichnis (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
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This research aims to explore the complexities of gender differences in negotiation, examining how men and women approach negotiation, the influence of stereotypes and social context, and the negotiation styles adopted by each gender. The research delves into how gender dynamics impact the negotiation process and its outcomes, particularly in the business world. The study focuses on the intersection of gender and negotiation, analyzing how these factors shape individual perceptions, behaviors, and ultimately, negotiation performance.
- Gender differences in negotiation perspectives and styles.
- Impact of stereotypes and social context on negotiation behavior.
- Analysis of gendered power dynamics in negotiation situations.
- Situational factors moderating gender effects in negotiation.
- The role of negotiation in shaping gender inequality in organizations.
Zusammenfassung der Kapitel (Chapter Summaries)
The research begins with an overview of the theoretical perspectives on gender in negotiation, exploring the evolution of research on this topic. The first chapter dives into the historical context of gender in negotiation, outlining the shift from personality-based explanations to a more contextualized understanding of gender differences. The chapter highlights the influence of feminist theory and the emergence of a "gender-in-context" perspective. It also analyzes the concept of negotiation as a gendered activity, exploring how masculine and feminine conceptions of negotiation differ.
The second chapter focuses on situational factors that influence gender effects in negotiation. It introduces the concepts of structural ambiguity and gender triggers, explaining how these factors can shape a party's perception of the negotiation process and influence their behavior. The chapter also examines the role of strong and weak situations in shaping gender-based behavior and performance expectations.
The third chapter delves into an in-depth analysis of gender differentiation in negotiation among young business people. It presents the research design, sampling methodology, data collection methods, and key findings of the study. The chapter examines how gender influences negotiation performance and explores the factors that contribute to gender disparities in negotiation outcomes.
Schlüsselwörter (Keywords)
The core keywords of this research include gender differences, negotiation, negotiation styles, gendered power dynamics, situational factors, structural ambiguity, gender triggers, negotiation performance, stereotypes, social context, business negotiation, and gender inequality in organizations.
- Quote paper
- Simona Vasilache (Author), Madalina Voinea (Author), Mihaela Sava (Author), 2020, Gender differences in negotiations, Munich, GRIN Verlag, https://www.hausarbeiten.de/document/921036
