Is There a Difference in How Men and Women Negotiate

When it comes to negotiation, men are assumed to be more assertive and women better at fostering relationships.

The art of negotiation is handed differently by men and women. While men are seen to be firm and assertive, women are more concerned with building relationships. A novel research has shown that when it comes to making an imapact during negotiation, men and women may transcend gender stereotypes.

Jared Curhan of MIT's Sloan School of Management and Jennifer Overbeck of the University of Southern California 's Marshall School of Business assigned 190 MBA students to same-sex groups to represent either a high-status recruiter or a low-status job candidate engaged in a standard employment negotiation simulation.

Men and Women Do Not Respond the Same to Hypertension Drugs
Women are less likely to respond positively to cardiovascular disease (CV) drug-treatments than men, according to a new study.

Half of the participants were offered an additional cash incentive to make a positive impression on their negotiation counterparts.

When incentivized to make a positive impression on their counterparts, men and women in the high-status role acted in ways that contradicted gender stereotypes. Women negotiated more aggressively and men negotiated in a more appeasing manner.

Being motivated to make a positive impression may have cued negotiators to counter whatever negative tendencies they believe others see in them and to thus display a contrasting demeanor.

Do Men and Women Really Have Different Brains?
They say men are from Mars and women from Venus. Now, a group of researchers has backed this adage by providing scientific proof .

Women who are motivated to make a positive impression, perhaps in an effort to refute the stereotype that they are weak or ineffective negotiators, may advocate more strongly for their own interests.

In contrast, men who are motivated to make a positive impression, perhaps in an effort to refute the stereotype that they are overly aggressive, may yield to the demands of the other side.

Successful Negotiations are Done by The Head and Not the Heart!
Success in negotiations depends on focusing on the head and not the heart.

The success of the strategies was mixed. Men's strategy of behaving in a more conciliatory fashion apparently succeeded in producing a positive impression in the counterpart's eyes.

However, the women's strategy of behaving more assertively failed to create a more positive impression. Instead, women who behaved more assertively, were judged more negatively.

Humans Cannot Accurately Predict Their Emotions After A Decision
A new study has found that humans are poor at predicting their emotions after decision-making. Behavioral research over the past 15 years has shown that after taking a decision

"Our findings have long-term implications for how we teach negotiation," the authors conclude.

"Men who try to make a positive impression by being conciliatory risk forfeiting their own economic outcomes and women who try to make positive impressions by being assertive can risk damaging their relationships. Thus, men and women may benefit from different strategies when it comes to balancing the tension in negotiation between empathy and assertiveness," they added.

The study has been published in Negotiation and Conflict Management Research.

Source-ANI
SAV/S