05-09-2012, 11:44 AM
“Miss” Negotiation
Missed Negotiation.ppt (Size: 215.5 KB / Downloads: 46)
Agenda/Objectives
Overview of gender issues in negotiation
Introduce research questions and assumptions
Describe methodology
Discuss findings and implications
Present recommendations for workplace
Gender differences in negotiation
Negotiations viewed as masculine rather than feminine
Masculine: strong, assertive, rational, confident
Feminine: supportive, submissive, friendly, emotional
Previous research: gender differences in experimental “role playing” negotiations
Our focus: negotiation motivation and gender in actual workplaces
Methodology
Distributed two versions of an online survey
Negotiating for self
Negotiating for others
Motivation measures: anxiety, self-efficacy, negotiation orientation
Total Respondents: 185 (70 Men, 115 Women)
Average age: 40.6 years
Average years in career field: 11.7 (Range: 0-39)
Key Findings
Self-efficacy: lower confidence in claiming resources in negotiation for women than men
Anxiety: higher anxiety about negotiation for women than men
Performance-avoid orientation: more fear of appearing incompetent for women than men