Gender and Negotiation - Contreras, Anne-Marie
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The original premise of this research paper was to look at patterns of male dominance inherent in today's society repeatedly reproducing themselves to undermine a woman's seat at the negotiations table. After a thorough review of multiple resources including books on negotiation, women and leadership, women and negotiation, and an online review of negotiation gender research and gender stereotypes, my findings took a different turn. In order to answer how a woman can get to the negotiations table, I had to find out why she was having trouble getting there in the first place. It is the…mehr

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The original premise of this research paper was to look at patterns of male dominance inherent in today's society repeatedly reproducing themselves to undermine a woman's seat at the negotiations table. After a thorough review of multiple resources including books on negotiation, women and leadership, women and negotiation, and an online review of negotiation gender research and gender stereotypes, my findings took a different turn. In order to answer how a woman can get to the negotiations table, I had to find out why she was having trouble getting there in the first place. It is the implications of everyday stereotypes that affect women's roles in negotiations. These stereotypes can be loosely organized into three major categories: opinions of acceptable workplace behavior and femininity, suitable articulation, and societal roles. These assumptions cause a cyclical pattern of diminished expectations of women in the workforce and particularly in negotiations. This paper will provide a background on gender in negotiations, the negotiation style preferred today, and stereotypes. It will also discuss each of the three categories of these stereotypes and their implications and offer solutions to overcoming these stereotypes. This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work was reproduced from the original artifact, and remains as true to the original work as possible. Therefore, you will see the original copyright references, library stamps (as most of these works have been housed in our most important libraries around the world), and other notations in the work. This work is in the public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work. As a reproduction of a historical artifact, this work may contain missing or blurred pages, poor pictures, errant marks, etc. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.