Download or read book Gender Differences in Negotiation and Policy for Improvement written by Maria Recalde and published by . This book was released on 2020 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Men more than women succeed when negotiating over labor-market outcomes, and gender differences in negotiation likely contribute to the gender wage gap and to horizontal and vertical segregation in the labor market. We review the evidence on the many initiatives that have been put in place to reduce the effect of gender differences in negotiation. Categorizing these as either 'fix-the-women' or 'fix-the-institutions' initiatives we find serious challenges to the former. Women do not appear to be broken and encouraging them to negotiate more and differently often backfires. The evidence suggests that 'fix-the-institution' initiatives are more effective in reducing gender differences in outcomes. Concerns of adverse effects of banning negotiations or salary history requests have not materialized, and preliminary evidence points to reductions in the gender differences in negotiation outcomes. The strongest evidence on effectiveness in narrowing gender disparities is found for policies that increase transparency. Numerous studies find that gender differences in negotiation diminish when it is clear what to expect from the negotiation and suggest that initiatives which improve transparency are likely to help equalize opportunities at the bargaining table.
Download or read book Gender differences in negotiations written by Simona Vasilache and published by GRIN Verlag. This book was released on 2020-09-03 with total page 55 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research Paper (postgraduate) from the year 2020 in the subject Leadership and Human Resources - Generation Y, Generation Z, , language: English, abstract: The most researched individual-difference topic in negotiation is that of gender differences. Whether there is a choice or not, every person is a negotiator in his own way. This capacity is achieved more or less at individual level. Human beings are not born with this quality, but they have the chance to gain it through experience, in accordance to their own personalities. The purpose of this research is to examine how men and women think about negotiation, how they are treated within the negotiation process, the manner in which they are influenced by stereotypes as well as by other elements of social context, how they respond to tactics and to assess the main negotiating styles adopted by both men and women. Nowadays, the negotiation process plays an essential role especially in the commercial transactions. Through it, people settle differences. "Negotiation in the classic diplomatic sense assumes parties more anxious to agree than to disagree", as stated by Dean Acheson. The areas in which the negotiation matters increased over the years and the need to negotiate is recognized all over the world. The ability to negotiate successfully rests on a combination of analytical and interpersonal skills. The significance of this process became a precious and indispensable factor in any business’s effort made to acquire success. We may say that the negotiation represents the most important thing making the difference between companies that flourish and those that fail, this happening more due to the competitive field of business. An effective and efficient negotiation process is the one that makes sure the company thrives. This is where the negotiation skills come into sight. The individual personality can have a conclusive influence in the way a negotiation takes place. Therefore, among those listed above, to the purpose of this paper also contributes the analysis related to the power of negotiation of both men and women as well as their behaviors and their specific practices. Alongside these, the thesis also gives on outlook in what concerns the women’s ability to negotiate, the importance of the existence of this capacity, the premise that men are better negotiators and the identification of these certain particular aspects.
Download or read book Understanding how Gender Differences in Wage Negotiation Affects the Gender Wage Gap written by Meghan MacKenzie Smith and published by . This book was released on 2022 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The gender wage gap is a global issue that impacts women of every country, race, and age. One potential factor explaining the gender wage gap is a difference between how men and women approach and conduct negotiation over their wages. To determine the influence of gender differences in wage negotiation, we create an online laboratory experiment to induce behavior consistent with real world wage negotiation settings. Results indicate that women negotiate for worse outcomes than men. This result is primarily driven by men employees negotiating for significantly better outcomes than women employees, while we find little evidence of gender differences in outcomes for employers. Further, the gender of the person a participant negotiates with influences outcomes: participants negotiate for better outcomes, regardless of their own gender, when they negotiate with women rather than men. Additionally, other relevant factors, including risk preference and generosity, contribute to outcome differences. These results establish that women receive less favorable outcomes when negotiating compared to men, especially as employees, which may partially explain the gender wage gap.
Download or read book Negotiating on Behalf of Others written by Robert H. Mnookin and published by SAGE Publications. This book was released on 1999-10-11 with total page 345 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiating on Behalf of Others offers a framework for understanding the complexity and effects of negotiating on behalf of others and explores how current negotiation theory can be modified to account for negotiation agents. Negotiation agents are broadly defined to include legislators, diplomats, salespersons, sports agents, attorneys, and committee chairs—anyone who represents others in a negotiation. Five major negotiation arenas are examined in depth: labor-management relations, international diplomacy, sports agents, legislative process, and agency law. The book concludes with suggestions for future research and specific advice for practitioners. Chapter authors and commentators are leading figures in the field of negotiation. Negotiating on Behalf of Others is a must read for professional negotiators, graduate students, and scholars in the areas of business, public policy, law, international relations, sports, and economics. Negotiating on Behalf of Others is the result of the first of a series of seminars conducted by the faculty of the Program on Negotiation at Harvard on "complicating factors" in negotiations. The first of these complicating factors selected for study was the effect of the presence of an agent on the negotiating process.
Download or read book Gender Differences in Negotiation written by Steffen Andersen and published by . This book was released on 2020 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: We investigate negotiations over real estate and find that men secure better prices than women when negotiating to buy and sell property. However, the gender difference declines substantially when improving controls for the property's value; and is eliminated when controlling for unobserved heterogeneity in a sample of repeated sales. Rather than evidence of gender differences in negotiation, the initial difference in prices is evidence that men and women demand different properties. Consistently we find no gender difference in the sales price secured for property inherited from a deceased parent. Provided appropriate controls men and women fare equally well when negotiating over real estate. Our study demonstrates that inference on gender differences in negotiation relies critically on controlling for the value of the negotiated item.
Download or read book Lean In written by Sheryl Sandberg and published by Knopf. This book was released on 2013-03-11 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: #1 INTERNATIONAL BESTSELLER • “A landmark manifesto" (The New York Times) that's a revelatory, inspiring call to action and a blueprint for individual growth that will empower women around the world to achieve their full potential. In her famed TED talk, Sheryl Sandberg described how women unintentionally hold themselves back in their careers. Her talk, which has been viewed more than eleven million times, encouraged women to “sit at the table,” seek challenges, take risks, and pursue their goals with gusto. Lean In continues that conversation, combining personal anecdotes, hard data, and compelling research to change the conversation from what women can’t do to what they can. Sandberg, COO of Meta (previously called Facebook) from 2008-2022, provides practical advice on negotiation techniques, mentorship, and building a satisfying career. She describes specific steps women can take to combine professional achievement with personal fulfillment, and demonstrates how men can benefit by supporting women both in the workplace and at home.
Download or read book The Oxford Handbook of Women and the Economy written by Susan L. Averett and published by Oxford University Press. This book was released on 2018-05-15 with total page 752 pages. Available in PDF, EPUB and Kindle. Book excerpt: The transformation of women's lives over the past century is among the most significant and far-reaching of social and economic phenomena, affecting not only women but also their partners, children, and indeed nearly every person on the planet. In developed and developing countries alike, women are acquiring more education, marrying later, having fewer children, and spending a far greater amount of their adult lives in the labor force. Yet, because women remain the primary caregivers of children, issues such as work-life balance and the glass ceiling have given rise to critical policy discussions in the developed world. In developing countries, many women lack access to reproductive technology and are often relegated to jobs in the informal sector, where pay is variable and job security is weak. Considerable occupational segregation and stubborn gender pay gaps persist around the world. The Oxford Handbook of Women and the Economy is the first comprehensive collection of scholarly essays to address these issues using the powerful framework of economics. Each chapter, written by an acknowledged expert or team of experts, reviews the key trends, surveys the relevant economic theory, and summarizes and critiques the empirical research literature. By providing a clear-eyed view of what we know, what we do not know, and what the critical unanswered questions are, this Handbook provides an invaluable and wide-ranging examination of the many changes that have occurred in women's economic lives.
Download or read book Women Don t Ask written by Linda Babcock and published by Princeton University Press. This book was released on 2021-01-05 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: The groundbreaking classic that explores how women can and should negotiate for parity in their workplaces, homes, and beyond When Linda Babcock wanted to know why male graduate students were teaching their own courses while female students were always assigned as assistants, her dean said: "More men ask. The women just don't ask." Drawing on psychology, sociology, economics, and organizational behavior as well as dozens of interviews with men and women in different fields and at all stages in their careers, Women Don't Ask explores how our institutions, child-rearing practices, and implicit assumptions discourage women from asking for the opportunities and resources that they have earned and deserve—perpetuating inequalities that are fundamentally unfair and economically unsound. Women Don't Ask tells women how to ask, and why they should.
Download or read book Ask For It written by Linda Babcock and published by Bantam. This book was released on 2009-01-27 with total page 339 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the authors of Women Don’t Ask, the groundbreaking book that revealed just how much women lose when they avoid negotiation, here is the action plan that women all over the country requested—a guide to negotiating anything effectively using strategies that feel comfortable to you as a woman. Whether it’s a raise, that overdue promotion, an exciting new assignment, or even extra help around the house, this four-phase program, backed by years of research and practical success, will show you how to recognize how much more you really deserve, maximize your bargaining power, develop the best strategy for your situation, and manage the reactions and emotions that may arise—on both sides. Guided step-by-step, you’ll learn how to draw on your special strengths to reach agreements that benefit everyone involved. This collaborative, problem-solving approach will propel you to new places both professionally and personally—and open doors you thought were closed.
Download or read book Research Handbook on Gender and Negotiation written by Mara Olekalns and published by Edward Elgar Publishing. This book was released on 2020-07-31 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies, and generating new questions for consideration. In so doing, this Research Handbook offers helpful insights to negotiators and forges a path for future research.
Download or read book Gender Differences in Negotiation written by Julia Johnson and published by . This book was released on 2014 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Despite significant incentives pushing for women's equality in the workforce, women continue to lag behind men in terms of pay and leadership positions. Even more disconcertingly, women, on average, have equal or better educational credentials and offer comparable skill sets to employers. There are a variety of causal factors that have been postulated for this disparity, including women's childcare obligations, proclivity for public interest and low-paid employment, and heightened concern for work-life balance. However, one additional latent cause exists. Often, women are not as effective self-advocates as men; though women may not believe it is socially acceptable for them to ardently self-promote, women's reticence to effectively negotiate results in women receiving significantly less pay for the same work. This article will explore the factors affecting women's willingness to negotiate and the differences between male and female negotiation styles. Subsequently, this article will propose several recommendations for closing the gender gap in negotiation and in the workplace.
Download or read book Negotiating at Work written by Deborah M. Kolb and published by John Wiley & Sons. This book was released on 2015-01-27 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Download or read book Through the Labyrinth written by Alice Hendrickson Eagly and published by Harvard Business Press. This book was released on 2007 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: "At the heart of the authors' analysis is the metaphor they propose to replace the outdated idea of the glass ceiling: the labyrinth. This new concept better captures the varied challenges that women face as they navigate indirect, complex, and often discontinuous paths toward leadership."--BOOK JACKET.
Download or read book Bargaining written by Emin Karagözoğlu and published by . This book was released on 2022 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Edited Collection provides a rigorous and rich overview of current bargaining research in economics and related disciplines, as well as a discussion of future directions. The Editors create cross-disciplinary and cross-methodological synergies by bringing together bargaining researchers from various fields, including game theory, experimental economics, political economy, autonomous negotiations, artificial intelligence, environmental economics and behavioral operations management; as well as using various methods, including the strategic approach, axiomatic approach, empirical research, lab and field experiments, machine learning and decision support systems. Offering insights into the theoretical foundations of bargaining research, traditional applications to bargaining research and topics of growing importance due to new advances in technology and the changing political and physical landscape of the world, this book is a key tool for anyone working on or interested in bargaining. Emin Karagözoğlu is Associate Professor of Economics at Bilkent University, Turkey. Kyle B. Hyndman is Associate Professor of Economics at the Naveen Jindal School of Management, University of Texas at Dallas, USA.
Download or read book The Oxford Handbook of Individual Differences in Organizational Contexts written by Aybars Tuncdogan and published by Oxford University Press. This book was released on 2024-02 with total page 513 pages. Available in PDF, EPUB and Kindle. Book excerpt: Comprising twenty-six chapters authored by fifty-seven esteemed academics, this book facilitates readers in comprehending the key findings, questions, and future research areas of individual differences research in organizational contexts.
Download or read book Negotiation Genius written by Deepak Malhotra and published by Bantam. This book was released on 2007-09-25 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.
