Do Men and Women Negotiate Differently?
About the Lecture
The lecture Do Men and Women Negotiate Differently? by Dr. Juan Diaz-Prinz is from the course Negotiation Skills & Strategies (EN). It contains the following chapters:
- Do Men and Women Negotiate Differently
- Common (Mis)Perceptions
- Gender-Based Issues
- Adressing Gender in Negotiations
Included Quiz Questions
What should we ask when looking at gender and negotiations?
- How does our understanding of gender impact negotiations?
- How can I use my gender to beat the other side?
- How does gender manifest itself in a negotiation?
- What issues have a gender component?
- How can we deal with gender issues when they arise?
What do studies say about gender and negotiation?
- Men often focus on power
- Men are less likely to share information
- Women perceive themselves less powerful
- Women often excel in listening and relationship-building
- Gender does not matter
What are some problems with existing gender studies?
- Studies focus disproportionately on women’s behaviour.
- Women’s issues are often invisible.
- They lack evidence
- Often start from the premise that women have a deficit.
- They are unprofessional
What are next generation gender issues?
- Compensation
- Privacy
- Work-life balance
- Networking
- Skills
What are challenges in addressing gender in negotiations?
- How not to reinforce stereotypes.
- How to avoided generalizations.
- How to be nice to women.
- How to let men be men.
- How to fight discrimination.
What are three ways to address gender in a negotiation?
- Assess negotiation for gender triggers.
- Create transparent criteria for gender-related issues.
- Develop target expectations for competitive negotiations.
- Tell everyone you are gender sensitive.
- Identify gender experts.
Author of lecture Do Men and Women Negotiate Differently?
Dr. Juan Diaz-Prinz
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