ADMS 2320 Chapter 2: ADMS 2320 Chapter 2 Notes
30 Apr 2018
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ADMS 2320 Chapter 2 Notes – Summary
Introduction
Gender Differences in Negotiation
• Researchers have found that negotiators who express positive and negative emotions in
an unpredictable way extract more concessions because it makes the other party feel
less in control.
• As oe egotiator put it, Out of the lue, you ay have to reat to something you have
been working on in one way, and then something entirely new is introduced, and you
have to veer off ad refous.
• Finally, emotions play a major role in shaping perceptions.
• Negative emotions allow us to oversimplify issues, lose trust, and put negative
iterpretatios o the other party’s ehaviour.
• In contrast, positive feelings increase our tendency to see potential relationships among
elements of a problem, take a broader view of the situation, and develop innovative
solutions.
• Men and women behave similarly in many areas of organizational behaviour, but
negotiation is not one of them.
• Men and women tend to negotiate differently, and these differences affect outcomes.
• A popular stereotype is that women are more cooperative and pleasant in negotiations
than are men.
• Although this stereotype is controversial, it has some merit.
• Men tend to place a higher value on status, power, and recognition, whereas women
tend to place a higher value on compassion and altruism.
• Moreover, women tend to value relationship outcomes more than men, and men tend
to value economic outcomes more than women.
• These differences affect both negotiation behaviour and negotiation outcomes.
• Compared with men, women tend to behave in a less assertive, less self-interested, and
more accommodating manner in negotiations.
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