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Essay / Research Paper Abstract
This 7 page paper provides an overview of existing research studies on gender and negotiation. Bibliography lists 7 sources.
Page Count:
7 pages (~225 words per page)
File: MH11_MHGendNego.rtf
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Unformatted sample text from the term paper:
have an impact on the messages that are conveyed through interpersonal exchanges (Valian, 2005). While men are likely to be viewed as motivated if they are aggressive or self-aggrandizing,
women are perceived negatively by both men and other women if they demonstrate the same characteristics (Valian, 2005). Despite tremendous gains made in the workforce in recent years, women
continue to demonstrate a persistent gap in their capacity for negotiation (Babcock and Laschever, 2003). Research suggests that understanding the role that gender plays in the distribution
of power and in the negotiation process can be valuable in determining that women are treated fairly. This study will provide a narrative review of existing research studies on
the topic of gender and its impacts on negotiations. This study will relate the findings in the research to the belief that differing perspectives can negatively impact the ability
of women to secure equity in the distribution of power and in decision-making in general. Description of the Studies Babcock and Laschever (2003), in their
book Women Dont Ask: Negotiation and the Gender Divide, identify the theoretical basis for the view that women commonly take a secondary role in negotiation processes. The authors
maintain that women often do not perceive the need to negotiate as a driving force for their personal change, and so they are likely to accept what they are meted
rather than take on the conflict involved in negotiation. Though conflict theorists commonly believe that conflict is at the center of positive change, women are more likely to avoid
oppositional events than to be active and motivated participants in negotiations (Babcock and Laschever, 2003). Babcock and Laschever (2003) relate their views supported by their research and identify the
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