IRE472H1 Lecture Notes - Lecture 5: Gender Role, Decision-Making, Big Five Personality Traits
23 Nov 2020
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Ire472 lecture 5: individual differences: know yourself and your counterpart. Men and women conceive of negotiations differently. E. g. , study involving simulation negotiation exercise, male negotiators lied more frequently to female opponents than male opponents. Similar tactics have different effects when used by men versus women. Exchange tactics: studies suggest that not only do men and women receive different outcomes during salary negotiations but that the same tactic may have opposite effects on salary negotiation outcomes. Aggressive tactics: male and female candidates were less likely to be hired when they bargained aggressively. Females were far less likely than men to be hired when aggressive. Stereotypes undermine the performance of female negotiators. The negative effect of stereotypes about gender differences can be overcome. Activating a stereotype may motivate a person to act in a manner consistent with that stereotype. Promote advantageous of stereotypes; create a narrative that this will assist outcomes.
