Gender in Negotiation


This study aims to investigate how negotiator perceive the other side when the negotiator identified the same or opposite sex. For this reason 162 employees from six different company have been interviewed about negotiation. The research sample was composed of 91 males and 71 females. The participants interviewed with open ended questions. The questionnaire asks the participants their real life experiences about conflict situations at work in last 15 days. Then content analysis have been proceeded. At the end of the study researcher found that both female and male negotiators stated that they were more comfortable when they negotiated the same sex one than the opposite sex. They stated that; if the encounters were different sexes, more refined negotiations could took place. They thought that women were more emotional. Also they believed that men did not personalize the subject unlike women. Male participants stated that they avoided to negotiate with females. When men were forced to negotiate with a woman, they said they were gentle with them. Men believed that they did not have any chance to win the negotiation when they were confronted with a woman. As compare to men, women criticized the female negotiators more brutally. For example they stated that women might make gossip and use their sexuality. Women also believed that, women had a competitive motivation with the same sex negotiation partner. Women thought that women were jealous with each other, they were capricious, were not professional and personalized the subjects.

Author Information
Nihal Mamatoglu, Abant Izzet Baysal University, Turkey

Paper Information
Conference: GLOBAL2016
Stream: Psychology

This paper is part of the GLOBAL2016 Conference Proceedings (View)
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Posted by amp21