MAN 4441 Study Guide - Quiz Guide: Gender Role, Problem Solving, Agreeableness
Document Summary
Intro: distinguishing between the terms sex and gender, reviewing the theoretical perspectives on why one might expect differences. Examining empirical research evidence about the underlying psychology of gender in negotiation. Refers to the biological categories of male and female. The property or quality by which organisms are classified as female or male on the basis of their reproductive organs and functions : gender: Refers to cultural and psychological markers of the sexes the aspects of role or identity (rather than biology) that differentiate men from women in a given culture or society. Most research on gender differences in negotiation gives theoretical aspects of gender to account for differences found. Trend seems to be for negotiation researches to rely predominately on the term gender. 2 large scale studies concluded that women behave more cooperatively in negotiation, and men tend to negotiate better outcomes than women. *diff in men & women here small in study, but significant.
