ADMS 2320 Chapter 4: ADMS 2320 Chapter 4 Notes
30 Apr 2018
School
Department
Course
Professor
ADMS 2320 Chapter 4 Notes – Summary
Introduction
• If an organization, even unwittingly, encourages a predominantly competitive model for
negotiators, this will tend to increase gender-stereotypical behaviours (men negotiating
competitively, women negotiating cooperatively), and it will also increase backlash
when women go against stereotype.
• Me ad oe eed to ko that it’s aeptale fo eah to sho a full age of
negotiating behaviours.
• Thus, a female negotiator who behaves competitively and a male negotiator who
behaves cooperatively need to know that they are not violating expectations.
• Second, at an individual level, women cannot directly control male stereotypes of
women.
• Fortunately, such stereotypes are fading.
• However, women can control their own negotiating behaviour.
• Does this mean they should always behave aggressively and in a self-interested manner
in negotiations?
• If economic outcomes are valued, then the answer, in general, is yes.
• And, of course, the shoe can be put on the other foot—if men value social outcomes,
they should consider behaving in a more cooperative manner.
• Research is less clear as to whether women can improve their outcomes even further by
showing some gender stereotypical behaviours.
• A 2012 article by Laura Kray, professor at the University of California, Berkeley, and
colleagues suggested that female negotiators who were instructed to behave with
feiie ha (e aiated i ody oeets, ake feuet eye otat ith
their partner, smile, laugh, be playful, and frequently compliment their partner) did
better in negotiations than women not so instructed.
• These behaviours did not work for men, regardless of the gender of their negotiating
partner.
find more resources at oneclass.com
find more resources at oneclass.com
