Strengths And Limitations Of Negotiation

Question 1:

In understanding the way that people negotiate, I believe that men and women negotiate differently. After the Mark Trask negotiation during class, I noticed that women draw on more examples or comparisons when negotiating. The reason for comparisons or examples might be that women feel as though their counterpart might be more likely to understand a position or opinion if they hear something that is relatable to them. On the other hand, men might be more likely to not engage in this technique because they see that sticking to the relevant information and not elaborating will get them to an agreement quicker.

Additionally, in Linda Babcock and Sara Laschever’s article, Women Don’t Ask: Negotiation and the Gender Divide, both

Jeanne Brett’s article, Culture and Negotiation, mentions that different cultural norms and values really influence how people negotiate. This could be illustrated through the idea that it might be hard to negotiate with someone who has opposite morals. Putting away an individual’s feelings or opinions in order to advocate zealously for their client is harder if his or her counterpart states something they do not agree with. Thus, this might impede on the overall negotiation and prevent them from reaching an agreement, or reaching an agreement that their client would find to be

Again, in terms of gender, I am now aware that a potential limitation on distributive bargaining is that males might be more inclined to engage in this behavior. This approach uses leverage and learning information that can be used against the other party. Thus, a male’s trait of being dominate might draw them more towards this approach. While a potential limitation on integrative bargaining could be that women are more likely to engage in this approach. This approach uses resources that can be expanded or shared in ways that better meet the needs of both parties. Nevertheless, a strength of the integrative approach might be that because women engage in this approach more often than men, they are more likely to reach an agreement. Integrative bargaining seems to succeed much more than distributive bargaining because it is far harder to get anywhere in a negotiation with that