Negotiation: Women’s Voices

Gender shapes the way we communicate. Using legal theory, case studies and intercultural analysis, this paper explores the way women’s self-identity interacts with negotiation processes and outcomes. Part I examines social, psychological, cultural and political factors shaping women’s identity, voice and participation in negotiations. Part II explores the way women’s view of themselves impacts their participation in negotiations. Lastly, Part III studies the impact of formal training on gender-based differences in negotiations. Through investigating gender’s impact on negotiations, this paper finds that gender and context interact with negotiation process and outcomes. Through gaining more insight on gender’s context-specific impact, negotiators can equip themselves to better manage their negotiation processes and outcomes

Negotiating in the Shadows of Organizations: Gender, Negotiation, and Change

Published in cooperation with the American Bar Association Section of Dispute Resolutio

A psychological effect of stereotypes

We don’t normally think of highly successful people as likely to suffer due to psychological pressure or stereotyping. But according to social psychologists, it is those most invested in their achievement who are most likely to fall prey to a kind of unconscious behavior known as stereotype threat.Discrimination in employment ; Sex discrimination against women ; Stereotype (Psychology)

It\u27s Complicated: Reflections on Teaching Negotiation for Women

The role of gender in a negotiation – it’s complicated. This Article highlights the author’s approach to teaching courses focused on gender and negotiation. This approach begins by explaining the structure of negotiation along with basic theories and tactics. After this, the course focuses on the role of gender in negotiation, including gender pay disparities and the efforts to empower women to negotiate. Then, the course moves to data about how well women perform in negotiation and stereotypes of women in negotiations. Ultimately, the class ends with a reminder that those in positions of power must keep an eye to fairness if change of the mentioned inequities is to occur

It’s Complicated: Reflections on Teaching Negotiation for Women

What does it mean to be a woman negotiator? In the two decades that I have been teaching negotiation, I have encountered a wide range of human behavior in the negotiation setting. Individuals run the gamut in terms of their strategies, tactics, worldviews, charisma, perspicacity, flexibility, and other factors that affect negotiation behavior and negotiation outcomes. But one area that negotiation students are always curious about—be they top executives, law students, government employees, lawyers, or doctors—is the role of gender in negotiation. The maddening but intriguing answer to this question is the same as the answer to many other questions about negotiation: it’s complicated. The most important quality of negotiation is its dynamic and fluid nature, each encounter completely unique to its own participants and its own contexts, yet always with the possibility of analysis along a set of identifiable dimensions

The Impact of Gender on Negotiation Performance

Individuals occasionally assume that women cannot negotiate as effectively as men, and when persons in positions of authority have such thoughts, it may induce them to discriminate against women when making employment decisions. In this article we explore the way in which men and women interact with others and the possible impact of behaviorial differences on negotiation performance. I describe how my Legal Negotiation course is taught, and compare the results achieved by men and women on the negotiation exercises assigned in my course. Over the past sixteen years, I have not had a single year in which there has been a statistically significant difference with respect to the average results or standard deviations pertaining to the male and female students

The Impact of Gender on Negotiation Performance

Individuals occasionally assume that women cannot negotiate as effectively as men, and when persons in positions of authority have such thoughts, it may induce them to discriminate against women when making employment decisions. In this article we explore the way in which men and women interact with others and the possible impact of behaviorial differences on negotiation performance. I describe how my Legal Negotiation course is taught, and compare the results achieved by men and women on the negotiation exercises assigned in my course. Over the past sixteen years, I have not had a single year in which there has been a statistically significant difference with respect to the average results or standard deviations pertaining to the male and female students

How Implicit Beliefs Influence Trust Recovery

After a trust violation, some people are quick to forgive, whereas others never trust again. In this report, we identify a key characteristic that moderates trust recovery: implicit beliefs of moral character. Individuals who believe that moral character can change over time (incremental beliefs) are more likely to trust their counterpart following an apology and trustworthy behavior than are individuals who believe that moral character cannot change (entity beliefs). We demonstrate that a simple but powerful message can induce either entity or incremental beliefs about moral character

Reclamation: Taking Back Control of Words

Reclamation is the phenomenon of an oppressed group repurposing language to its own ends. A case study is reclamation of slur words. Popa-Wyatt and Wyatt (2018) argued that a slurring utterance is a speech act which performs a discourse role assignment. It assigns a subordinate role to the target, while the speaker assumes a dominant role. This pair of role assignments is used to oppress the target. Here I focus on how reclamation works and under what conditions its benefits can stabilise. I start by reviewing the data and describing preconditions and motivations for reclamation. Can reclamation be explained in the same basic framework as regular slurring utterances? I argue that it can. I also identify some features that must be a prediction of any theory of reclamation. I conclude that reclamation is an instance of a much broader class of acts we do with words to change the distribution of power: it begets power, but it also requires it