Gender In Negotiation Essay

Negotiation is a method by which people resolve differences. It is a process by which cooperation or agreement is reached while avoiding disputes and argument. In many concepts, there are different aspects and ways of defining negotiation. Many researchers have studied and defined different aspects and way of any negotiation.

Two or more parties in the relationship must cooperate to reach their objective, and both have an advantage to obstruct the other one from achieving their objective (Putnam, 1990). The negotiation is a decision making process for the evaluation of alternatives and the interchange of information. The gender differences can be considered as one of the most researched topics within negotiation studies, experiential works

I review contemporary research on gender in negotiation. Lax and Sebenius (1986), state that men and women have different in negotiation. Women would relation oriented, cooperative and men are preferred competition depended on the situation. The male negotiator would be more effective than female negotiator at claiming value and creating value. Maoz (2009) said women might be more dependable advocates for peace in any conflict situation. Barkacs and Standifird (2008), not all females carry on the same route pretty much as all men don't. Women use discussions as a method for setting up the connection with others, while men tend to view discussion as a way to exchange information or solve a problem. Kray and Thompson (2005) in an extensive review of theories and empirical supports on gender and negotiation, men and women don’t change fundamentally but the negotiating partners hold different expectations about men and women that lead them to be treated differently. Negotiators change their behavior depending on their counterpart gender and they do differently as a result of their opponent behaviors. Gender would then affect the way negotiators are expected to behave, but also the way they are treated. The impact of gender issues on the negotiation process and its outcome can be moderated, depending on the situation either the situational context will lead the stereotypes, likely negatives, which will have an effect on the negotiation process