Rather than attempt to find a definitive link between gender and negotiation behaviour, one should explore the concept that gender is a multi-faceted dimension influencing negotiation. In previous associations, it is evident that the situation of the negotiation is what determines the way negotiators approach tasks and form their expectations and goals (Kray & Babcock 2006). Negotiation behaviour, for this reason, is traditionally context derived as opposed to gender influenced. However, it arguable that gender can alter the negotiation context and by these means influence negotiator behaviour. Therefore behaviour is not static in nature, but instead, dynamic and sensitive to situational context (Small et al. 2007). Consequently, an interdependent and concurrent relationship is established between gender, context and negotiation behaviour. Previous research links gender and negotiation by outlining the differences found in the negotiation outcomes and attributes this to the difference of gender; however, a more current view should interpret this correlation as having multiple causations. Therefore, contemporary research complements the idea that gender is not a unilateral factor influencing negotiation behaviour, but an area that is dependent on and, manipulated by multiple factors. Furthermore, this modern interpretation of gender in negotiations is used in this essay to highlight the link between gender and negotiation behaviour.
Gender is commonly viewed as an individual characteristic forming one’s identity, behaviour and perception of themselves (Wharton 2009). This concept builds a narrow view of gender being an isolated determinant in negotiation behaviour. Nevertheless, it is important to distinguish that gender in this r...
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Negotiations are a part of daily life whether we are aware of them occurring or not. In everything that we do there are preferred end results and the end results are likely to affect more than one person. The goal in this however, is to ensure that all parties are equally benefited from the actions and reactions that occur to create that end result. While some dealings are done in a more subtle manner without a great deal of negotiation per say there are other situations that would warrant more vocalized mutually acceptable compromises. The purpose of this paper will be to effectively explain a situation of which required negotiation on the part of both parties that almost all of us have endured and that would be the process of buying a vehicle.
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Negotiating styles are grouped into five types; Competing, Collaborating, Comprising, Avoidance, and Accommodating (Colburn, 2010). Even though it is possible to exhibit different parts of the five types of negation styles in different situations, can see that my tendencies seem to default to, Compromise and Accommodating. In reviewing the course work and reviewing my answers for Questionnaire 1 and 5, I find that the data reflects the same assumption. The accommodating profile is one where relationship perseveration is everything and giving what the other side wants is the route to winning people over. Accommodators are well liked by their colleagues and opposite party negotiators (Colburn, 2010). When analyzing my accommodating tenancy in negations, I find often it is easier to give into the demands when they are within a reasonable range. I often consider it the part of providing a high level of customer service. It has been my experience that continued delaying and not coming to an agreement in a topic will only shorten the window in which you will have to meet the request since. The cons to this style are by accommodating highly competitive styles the accommodator can give up to much ground in the process. “Giving away value too easily too early can signal to your negotiation counterpart that you've very deep pockets, and your gift is just a taster of bigger and better gifts to come”. The other negations type I default to is compromising. Compromising “often involves splitting the difference; usually resulting in an end position of about half way between both parties’ opening positions” (Colburn, 2010). In the absence of a good rationale or balanced exchanged concessions, half way betwee...
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The concept of gender in relation to the division of labor in the workplace, and in relation to issues of power and control is an unfortunate, groundless stereotype. Suzanne Tallichet notes that the gendered division of workplace labor is rooted in flawed ideology of innate sex differences in traits and abilities, and operates through various control mechanisms. (Tallichet 1995: 698) These control mechanisms are primarily exercised by men over women and serve to exaggerate differences between the sexes, especially surrounding women’s presumed incapability for doing male identified work.
Negotiation has been used as a vital communication tool not only in business but also in social intercourse. It helps people make common agreement and avoid conflict. So we need to use the tactics which we learned from this course and books to do more practice, only in this way we can gain advantages in negotiation.
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Negotiation approaches are generally described as either distributive or integrative. At the heart of each strategy is a measurement of conflict between each party’s desired outcomes. Consider the following situation. Chris, an entrepreneur, is starting a new business that will occupy most of his free time for the near future. Living in a fancy new development, Chris is concerned that his new business will prevent him from taking care of his lawn, which has strict requirements under neighborhood rules. Not wanted to upset his neighbors, Chris decides to hire Matt to cut his grass.