Examining the Role of Gender
Are women better negotiators than men? Research reveals real differences in negotiation styles between the genders, but there are also deep-seated gender stereotypes in many cultures. How these gender differences are handled, by both men and women, is critical in determining the quality of the agreement you reach through negotiation.
Being aware of perceptions
Enthusiastic and well-prepared negotiators, whether men or women, tend to perform better than less-interested and less-committed ones. In an ideal world, in which neither party is concerned about gender, female negotiators can perform just as well as their male counterparts. In the real world, it pays to be aware of the real and perceived differences between the sexes when approaching a negotiation.
Addressing stereotypes
Women are stereotypically portrayed as being at a disadvantage in the negotiating environment. The myths are that, while men behave rationally, women are emotional; where men are assertive, women are passive; and while men are competitive, women tend to prefer a collaborative approach.
As a woman, your attitude toward these stereotypes and how you choose to handle them when negotiating with men plays a critical role in determining the outcome of a negotiation. If you accept the stereotype and feel and appear anxious at the negotiating table, you may confirm the stereotype and trigger a self-fulfilling prophecy of expecting less and getting less. If you acknowledge the stereotype and try hard to overcome it, you will gain advantage; people are generally prompted to assert their freedom when they feel restricted by others, and using these feelings in a negotiation may serve to make you bolder and more assertive, and help you gain a bargaining surplus.
Men may also be affected by perceived or real gender differences in negotiations. When men negotiate with women, they may either choke under the pressure to over-perform, thus leading to a less favorable outcome; or they may feel guilty and fail to take advantage of their male traits, which would also lead to a less favorable outcome.
Gender Differences in Negotiation
| Area of activity | Male characteristics | Female characteristics |
|---|---|---|
| Setting goals | Tend to set high goals | Tend to set lower goals |
| Making concessions | Tend to make few concessions | Tend to make more concessions |
| Splitting the pie | Focus more on outcomes—getting a larger slice of the pie | Focus more on building and maintaining relationships than obtaining an outcome |
| Accepting offers | Tend to regret their decision later and feel they could have got more, especially after accepting a first offer | Tend to feel relieved after accepting an offer |