Why Do Women Fail in Negotiation More Than Men Do
Article Sidebar
Main Article Content
Abstract
The negotiation process occurs in many situations of our daily lives, in business, in society, whenever we have human interaction. Knowing to negotiate effectively is a soft skill, which we can learn and improve permanently. Contrary to popular belief, you don’t have to be born with this skill. We are two genders: females and males, men and women, involved in so many interactions and relationships. As we are different from many point of views, we tend to act and react differently, and thus to negotiate in different ways. This differences is not just due to the fact that we are women or men, but how the society made us act in certain ways. Across the years, women showed some lack of negotiation skills comparing with men, due to the fact that they were raised up differently, and have some inner image about themselves which is formed based on the experiences they have in society. This article points out some of the reasons why do women fail in negotiation more than men do, based on the direct observation of the women negotiation styles, researches in the field, books and articles regarding the process of negotiation.
Article Details
This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.
Once the manuscript is accepted for publication, authors shall transfer the copyright to the publisher. If the submitted manuscript is not accepted for printing by the journal, the authors shall retain all their rights. The following rights on the manuscript are transferred to the publisher, including any supplementary materials and any parts, extracts or elements of the manuscript:
- the right to reproduce and distribute the manuscript in printed form, including print-on-demand;
- the right to print prepublications, reprints and special editions of the manuscript;
- the right to translate the manuscript into other languages;
- the right to reproduce the manuscript using photomechanical or similar means including, but not limited to photocopy, and the right to distribute these copies;
- the right to reproduce and distribute the manuscript electronically or optically using and all data carriers or storage media, and especially in machine readable/digitalized form on data carriers such as hard drive, CD-ROM, DVD, Blu-ray Disc (BD), Mini Disc, data tapes, and the right to reproduce and distribute the article via these data carriers;
- the right to store the manuscript in databases, including online databases, as well as the right to transmit the manuscript in all technical systems and modes;
- the right to make the manuscript available to the public or to closed user groups on individual demand, for use on monitors or other readers (including e-books), and in printable form for the user, either via the Internet, online service, or via internal or external networks.
Authors reserve the copyright to published articles and have the right to use the article in the same manner like third parties in accordance with the licence Attribution-Non-Commercial-Non-Derivate 4.0 International (CC BY NC ND). Thereby they must quote the basic bibliographic data of the source article published in the journal (authors, article title, journal title, volume, pagination).
References
2. Babcock, Linda & Laschever, Sara. 2003. Women Don’t Ask: Negotiation and the Gender Divide. Princeton University, p.5, 56, 59.
3. Cohen, Herb. 1995. You Can Negotiate Anything, p.49-50.
4. Harvard Business Essntials. 2002. Hiring and Keeping the Best People, p.73, 125.
5. Miller E. Lee and Miller Jessica, (careerjournal.com), Four Negotiating Mistakes That Women Often Make.
6. Pipher, Mary Bray. 2005. Reviving Ophelia, p.287.
7. Research Women in Higher Education. Published by Jossey Bass, A Wiley Brand (2002), www.wihe.com.
8. Ury, William & Fisher, Roger. 2001. Getting to YES - Negotiating an agreement without giving in, p.16-17.
9. Whitaker, Leslie & Austin, Elizabeth. 2001. The Good Girls guide to Negotiating. Random House Business Books, p.18.