Negotiation Strategies and BATNA

<p>They do not allow for value creation. (C)</p> Signup and view all the answers

<p>Neither side found a compromise that worked. (C)</p> Signup and view all the answers

<p>Agentic behaviors are not congruent with the female gender role. (A)</p> Signup and view all the answers

<p>Accommodating behavior (A)</p> Signup and view all the answers

<p>By conforming to stereotypic female qualities. (B)</p> Signup and view all the answers

<p>Creating contexts where negotiation aligns with female gender roles. (C)</p> Signup and view all the answers

<p>The negotiation context can moderate the effects of gender on outcomes. (D)</p> Signup and view all the answers

<p>The structure of the negotiating situation (A)</p> Signup and view all the answers

<p>Women advocating for others negotiate assertively with less anticipated backlash (D)</p> Signup and view all the answers

<p>Reduces reliance on preconceived gender roles (B)</p> Signup and view all the answers

<p>It provides a clearer understanding of negotiation protocols (A)</p> Signup and view all the answers

<p>Stereotypes associated with female assertiveness (A)</p> Signup and view all the answers

<p>Normative behavior of assertiveness (D)</p> Signup and view all the answers

<p>Only one issue is negotiated (D)</p> Signup and view all the answers

<p>They are regarded as masculine and maximize outcomes (C)</p> Signup and view all the answers

<p>By yielding prematurely in negotiations (C)</p> Signup and view all the answers

<p>Reduced gender differences in negotiation results (D)</p> Signup and view all the answers

The range of possible agreements in a negotiation where both parties would be better off than their reservation point.

The point at which a negotiator is indifferent to reaching an agreement or walking away.

The process of maximizing your share of the existing value in a negotiation.

The process of creating new value in a negotiation that benefits both parties.

A negotiation where both parties are only focusing on dividing a fixed pie, without creating new value.

How the situation influences gender roles in negotiation. Things like whether someone is negotiating for themselves or others and the level of ambiguity in the situation.

When a negotiator is clear about the negotiating range, they're less likely to rely on gender stereotypes.

Negotiating experience helps develop a 'script' for appropriate behavior, reducing the influence of gender roles.

Women's reluctance to initiate negotiations because it's perceived as a masculine trait.

This occurs when women negotiate on behalf of others, their assertiveness may be interpreted as caring rather than aggressive.

Women tend to negotiate less assertively and competitively than men due to societal expectations and the fear of negative consequences for behaving outside of traditional gender roles. This can result in women getting worse economic outcomes, though the difference is generally small.

This theory suggests that gender differences in negotiation are influenced by the perceived compatibility of negotiation behaviors with traditional gender roles. Assertive negotiation, often associated with men, is less congruent with the female role, leading to women feeling less comfortable or even penalized for it.

Women who negotiate assertively may face backlash and social disapproval, as their behavior is perceived as deviating from the expected 'feminine' role. This fear of negative consequences can impact their negotiation style and outcomes.

To effectively negotiate, assertive and competitive behaviors are often needed, aligning more with the traditional masculine role. Submissive and accommodating behaviors, more often associated with women, are considered less effective in achieving economic outcomes in a negotiation.

The influence of gender, or the lack of it, on negotiation outcomes can be impacted by the specific circumstances of the negotiation. This means that while some studies show consistent gender differences in negotiation, the context of the interaction can play a significant role.

Negotiations where only one issue is being discussed, and any gain for one party means a loss for the other.

Negotiations where multiple issues are discussed allowing for mutually beneficial agreements.

The pressure to conform to traditional gender roles influences negotiation behavior.

In distributive negotiations women might be disadvantaged because assertiveness, a trait typically associated with men, is needed to maximize outcomes.

In integrative negotiations women may be less disadvantaged because behaviors like asking questions, often associated with female roles, are valuable for finding mutually beneficial solutions.