Download or read book Gender Role Congruity in Negotiation written by Kaitlyn Rose Gallagher and published by . This book was released on 2018 with total page 73 pages. Available in PDF, EPUB and Kindle. Book excerpt: Previous research has demonstrated that gender influences negotiation behavior and outcomes. Using role congruity theory, this study examined if the context of the negotiation, specifically the type of negotiation (integrative vs. distributive), minimized gender effects in choice of negotiation medium. The relationship between fear of backlash, anxiety, and self-efficacy on preference for negotiation medium (virtual vs. face-to-face) was also examined. This study used a 2 Gender: (Male, Female) x 2 Negotiation Type: (Distributive, Integrative) between-participants design with 206 undergraduate students from a voluntary research pool. Multiple logistic regression revealed a main effect of gender on negotiation medium, but no significant interaction of the negotiation approach on the choice of interaction mode and gender. Moderated regression revealed no significant main effects for fear of backlash or self-efficacy on the preference for virtual negotiations, but there was a significant main effect of anxiety on the preference for virtual negotiations. There was also a significant interaction with gender moderating the relationship between fear of backlash and preference for virtual negotiation, but not for the other variables of anxiety or self-efficacy. The implications of these findings are discussed.

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 Examining the Intersection of Gender and Age on Backlash Effects in Negotiations written by Amber S. Cotton and published by . This book was released on 2016 with total page 57 pages. Available in PDF, EPUB and Kindle. Book excerpt: Backlash effects are the social and economic sanctions for women, but not men, when exhibiting masculine and agentic traits such as assertiveness. This social disincentive has been suggested to account for women's decreased likelihood to initiate negotiations relative to men. One question that extends from prior findings is how other demographic characteristics (i.e., age) might intersect with gender differences in the experience of backlash in negotiations. Using role congruity theory, research on backlash effects in negotiations and age stereotypes as additional theoretical underpinnings, the purpose of the current study was to investigate the extent to which an individual's gender (male or female), age (younger or older), and level of assertiveness (assertive or non-assertive) influence the likelihood that they would experience both economic and social backlash. Specifically, this study aimed to examine the interplay between these three variables and predicted that older women who display assertive negotiation behaviors would experience the most backlash in negotiations as compared to younger assertive negotiators and less assertive negotiators because their assertive behaviors are perceived as the most incongruent with both gender role and age role beliefs. Data were collected from 417 participants via the use of Amazon Mechanical Turk (Mturk). Participants were randomly assigned to one of eight possible conditions based on three independent variables: gender of the hypothetical employee (male vs. female), the age of the employee (28 years old vs. 55 years old) and negotiation style of the employee (assertive vs. non-assertive), resulting in a 2 X 2 X 2 between-subjects design. Results showed that assertive male negotiators received more economic and social backlash than female negotiators. Conclusions and implications are discussed.

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 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 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 Re negotiating Gender written by Lake Lui and published by Springer Science & Business Media. This book was released on 2012-09-03 with total page 158 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Chinese societies where both “money” and “gender” confer power, can a woman’s economic success relative to her husband’s bring about a more equal division of household labor? Lui’s qualitative study of “status-reversed” Hong Kong families, wherein wives earn more than their husbands, examines how couples re-negotiate household labor in ways that perpetuate male dominance within the family even when the traditional gender expectation that “men rule outside, women rule inside” (nanzhuwai, nuzhunei) is challenged. Going beyond the dyadic negotiation of household labor, this important study also explores the role of “third parties,” namely the couples’ children and parents, who actively encourage couples to conform to traditional gender norms, thereby reproducing an unequal division of household labor. Based upon the experiences of families with stay-at-home dads, Lui further identifies a new mechanism of deconstructing gender, by which couples concertedly construct new norms of "work" and "gender" that they maintain through daily interactions to fit their atypical relative earnings. As a result, there are sparks of hope that both men and women can be liberated from a set of traditional social norms. Re-negotiating Gender: Household Division of Labor When She Earns More than He Does is essential reading in the fields of family and gender studies, sociology, psychology, and East Asian studies.

Download or read book Negotiation Theory and Research written by Leigh L. Thompson and published by Psychology Press. This book was released on 2006-01-13 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

Download or read book The Effects of Gender role Congruency on Salary Negotiation Outcomes written by Chelsea Vanderpool and published by . This book was released on 2010 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Handbook of Research on Negotiation written by Mara Olekalns and published by Edward Elgar Publishing. This book was released on 2013-01-01 with total page 561 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations. Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.

Download or read book Why Women Don t Ask written by Linda Babcock and published by Piatkus Books. This book was released on 2009-12-01 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Did you know that by failing to negotiate her starting salary for her first job, a woman may sacrifice over a half a million pounds in earnings by the end of her career? Yet, as research reveals, men are four times as likely to ask for higher pay than are women with the same qualifications. In this eye-opening book, Linda Babcock and Sara Laschever draw on research in psychology, sociology, economics and organisational behaviour as well as dozens of interviews to explore the personal and societal reasons why women seldom ask for what they need, want and deserve at work and at home. Why Women Don't Ask - a sensation when published in the US in 2003 - is a call to arms that will help you recognise the ways in which our culture perpetuates inequalities - and how you can begin to overcome them.

Download or read book Ask For It written by Linda Babcock and published by Bantam. This book was released on 2008-02-26 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: In their groundbreaking book, Women Don’t Ask, Linda Babcock and Sara Laschever uncovered a startling fact: even women who negotiate brilliantly on behalf of others often falter when it comes to asking for themselves. Now they’ve developed the action plan that women all over the country requested—a guide to negotiation that starts before you get to the bargaining table. Ask for It explains why it’s essential to ask (men do it all the time) and teaches you how to ask effectively, in ways that feel comfortable to you as a woman. Whether you currently avoid negotiating like the plague or consider yourself hard-charging and fearless, Babcock and Laschever’s compelling stories of real women will help you recognize how much more you deserve—whether it’s a raise, that overdue promotion, an exciting new assignment, or even extra help around the house. Their four-phase program, backed by years of research, will show you how to identify what you’re really worth, 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 the special strengths you bring to the negotiating table 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. Because if you never hear no, you’re not asking enough.

Download or read book The Psychology of Leadership written by David M. Messick and published by Psychology Press. This book was released on 2004-09-22 with total page 370 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book, some of the world's leading scholars come together to describe their thinking and research on the topic of the psychology of leadership. Most of the chapters were originally presented as papers at a research conference held in 2001 at the Kellogg School of Management of Northwestern University. The contributions span traditional social psychological areas, as well as organizational theory; examining leadership as a psychological process and as afforded by organizational constraints and opportunities. The editors' goal was not to focus the chapters on a single approach to the study and conceptualization of leadership but rather to display the diversity of issues that surround the topic. Leadership scholars have identified a host of approaches to the study of leadership. What are the personal characteristics of leaders? What is the nature of the relation between leaders and followers? Why do we perceive some people to be better leaders than others? What are the circumstances that evoke leadership qualities in people? Can leadership be taught? And so on. The contributions to this book examine these important questions and fall into three categories: conceptions of leadership, factors that influence the effectiveness of leadership, and the consequences and effects of leadership on the leader. All in all, the chapters of this volume display part of a broad spectrum of novel and important approaches to the study of the psychology of leadership. We hope that they are equally useful to those who are or would be leaders and to those who study the topic. As recent events have served to remind us, it is too important a topic to be ignored by psychologists.

Download or read book Women Don t Ask written by Linda Babcock and published by . This book was released on 2007 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: Combining fascinating research with revealing commentary from hundreds of women, this groundbreaking book explores the personal and societal reasons women seldom ask for what they need, want, and deserve at home and at work-and shows how they can develop this crucial skill. By neglecting to negotiate her starting salary for her first job, a woman may sacrifice over half a million dollars in earnings by the end of her career. Yet, as research reveals, men are four times more likely to ask for higher pay than are women with the same qualifications. From career promotions to help with child care, studies show time and again that women donʼt ask-and frequently donʼt even realize that they can. Women Donʼt Ask offers real-life examples of the differences between the negotiating habits of men and women, and guides women in retooling their attitudes and approaches. Discover how to: Take the first step-choosing to negotiate at all, develop a comfortable, effective negotiation style, and overcome fear, personal entitlement issues, and gender stereotypes.

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 Negotiation Theory and Strategy written by Russell Korobkin and published by Aspen Publishing. This book was released on 2024-02-01 with total page 604 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, economics, and law to provide students with an in-depth understanding of the cognitive and interpersonal underpinnings of negotiation. A total of 21 original negotiation simulations and exercises, with private information for each party, are provided to adopters outside of the text, enable students to apply the lessons of each chapter in context-rich environments in a variety of transactional and litigation settings. New to the 4th Edition: Significant revisions to Chapter 10 (“Gender and Culture”), incorporating the significant amount of scholarship on gender differences in negotiation that has been published in the last decade. Significant revisions to Chapter 14 (“Deceit”), reflecting the burgeoning literature in the field of behavioral ethics. Minor updates and revisions to other chapters. Minor updates to existing simulations and additional new simulations. Professors and students will benefit from: Rigorous, social science-based approach to understanding negotiation as a fundamental process of human interaction. Modular organization, so instructors can choose to assign the chapters in a different order than presented, to better suit their conception of the course without creating undue confusion on the part of students. Each chapter of the book exposes students to challenging theoretical concepts through a combination of narrative material, excerpts of published books and articles, and note material that further explains and builds on points made in the narrative and excerpted sections. The “Discussion Questions and Problems” that end each chapter provide an opportunity for students to explore and apply the reading material in a class discussion format.

Download or read book Passing the Buck written by Julia Bear and published by . This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The response to initiation of negotiation is rarely investigated in negotiation research with the assumption that engagement is inevitable. Likewise, though a variety of topics are negotiated in organizations, negotiation research typically examines compensation and monetary issues. Two experimental studies tested hypotheses about how incongruence between gender role and negotiation topic influences the likelihood of passing off the negotiation, i.e., "passing the buck." In study 1, women were significantly more likely to avoid a negotiation about compensation than men, and aversion partially mediated this gender difference. Study 2 revealed a significant two-way interaction between gender and negotiation topic on avoidance. Women were significantly more likely to avoid negotiation about compensation than men; conversely, there was a trend for men to avoid negotiation about access to a lactation room, with the interaction mediated by aversion. The findings underscore the gendered nature of negotiation topics and how they influence avoidance of negotiation.