Chapter 14: Individual Different Personalities

Question 1

Whats the difference between sex and gender

Answer 1

Sex
- refers to the biological categories of male and female
- classified as female or male based on their reproductive organs and functions

Gender
- refers to cultural and psychological markers of sexes
- aspects of role that differentiate men from woman in a given culture or society

Question 2

How do women and men approach negotiations (list 6 factors)

Answer 2

• Relational view of others
• Embedded view of agency
• Beliefs about ability and worth
• Control through empowerment
• Problem solving through dialogue * Perceptions and stereotypes

Question 3

how do men and women place a relational view of others

Answer 3

Women: place greater emphasis on interaction goals (the interpersonal aspects of the negotiations)

Men: are driven more by task-specific goals

Question 4

how do men and women see a embedded view of agency

Answer 4

Women: see negotiation as a behavior that occurs within relationships without large divisions marking when it begins and ends

Men: tend to demarcate negotiating from other behaviors that occur

Question 5

how do men and women see their beliefs about ability and worth

Answer 5

 Women: are more likely to see their worth
determined by what the employer will pay

 Men: expect to earn more than women over the course of their career

Question 6

how do men and women see their beliefs about control through empowerment

Answer 6

 Women: are more likely to seek empowerment,
“interaction among all parties in the relationship”

 Men: use power to achieve their own goals or to force the other party to comply

Question 7

how do men and women see their beliefs about problem solving through dialogue

Answer 7

 Women: seek to engage, listen and contribute

 Men: convince the other party their position is the correct one and support various tactics and ploys that are used to win points during the discussion

Question 8

how do men and women see their beliefs about problem solving through dialogue

Answer 8

 Women: seek to engage, listen and contribute

 Men: convince the other party their position is the correct one and support various tactics and ploys that are used to win points during the discussion

Question 9

how do men and women see their beliefs about perceptions and stereotypes

Answer 9

Negative stereotypes about female bargainers shape expectations and behaviors

 Men have an advantage as a “dominant cultural stereotype”

Question 10

What are some of the empirical findings on gender differences in negotiations

Answer 10

Men and women conceive of negotiations differently
Relationship versus task orientation
Competition versus collaboration
Is the situation perceived as a negotiation opportunity?
Outcome expectations

Men and women communicate differently

Men and women are treated differently

Question 11

What are some exchange tactics used by men and women

Answer 11

Exchange tactics: men and women receive different outcomes during salary negotiations but that women using same tactic as men may have opposite effects on salary negotiations

Question 12

What are some aggressive tactics used by men and women

Answer 12

male and female candidates were less likely to be hired when they bargained aggressively. Females were 3.5 times less likely to be hired when aggressive

Question 13

How do gender stereotypes affect negotiator’s performance

Answer 13

Stereotypes undermine the performance of female negotiators

The negative effect of stereotypes about gender differences can be overcome

• interestingly, if men exhibit feminine stereotypes, can even choose to differentiate them from other male negotiators