{"id":3815,"date":"2024-08-13T22:18:21","date_gmt":"2024-08-13T18:48:21","guid":{"rendered":"https:\/\/womenea.ir\/men-women-and-the-division-of-the-negotiation-pie\/"},"modified":"2024-08-13T22:18:21","modified_gmt":"2024-08-13T18:48:21","slug":"men-women-and-the-division-of-the-negotiation-pie","status":"publish","type":"post","link":"https:\/\/womenea.ir\/en\/men-women-and-the-division-of-the-negotiation-pie\/","title":{"rendered":"\u201cMen, women, and the division of the negotiation pie\u201d"},"content":{"rendered":"<p>\ud83c\udf1f <strong>Leigh Thompson writes in <\/strong><em><strong>The Mind and Heart of the Negotiator<\/strong><\/em><strong> (published in Persian as <\/strong><em><strong>53 Principles of Negotiation<\/strong><\/em><strong>): What is the difference between men and women when negotiating? You might feel, as I did, that this question could lead to biased answers \u2014 but I want to share the results of a scientific study on this topic.<\/strong><\/p>\n<p>\ud83c\udf1f <strong>When men and women negotiate face\u2011to\u2011face, men tend to claim a larger share of the negotiation pie. The reason for this difference lies in their initial demands, not in their negotiation skills.<\/strong><\/p>\n<p>\ud83c\udf1f <strong>More precisely, the root of the difference is in the opening offers: women typically do not ask for as much as men do.<\/strong><\/p>\n<p>\ud83c\udf1f <strong>This behavioral gap persists even when men and women are placed in identical roles. For example, Professor Linda Babcock noticed this pattern and published a book titled <\/strong><em><strong>Women Don\u2019t Ask<\/strong><\/em><strong>.<\/strong><\/p>\n<p>\ud83c\udf1f <strong>In this book, she presents new perspectives on gender differences in negotiation and provides extensive evidence \u2014 especially regarding men\u2019s tendency to ask for more and women\u2019s tendency to settle for less.<\/strong><\/p>\n<p>\ud83c\udf1f <strong>Babcock argues that the positive, stereotypical image we hold of women \u2014 as kind, agreeable, and easy to manage \u2014 can actually harm them in negotiations. These common perceptions lead women to request a smaller share of the negotiation pie.<\/strong><\/p>\n<p>\ud83c\udf1f <strong>She continues: we must change this situation and help women increase their share of the negotiation pie.<\/strong><\/p>\n<p>\ud83c\udf1f <strong>She refers to Professor Howard Raiffa\u2019s book <\/strong><em><strong>The Art and Science of Negotiation<\/strong><\/em><strong>, noting that some of the 38 traits of an effective negotiator \u2014 such as assertiveness, decisiveness, and competitiveness \u2014 align more with stereotypically masculine behavior, while others \u2014 such as empathy and nonverbal communication \u2014 align more with stereotypically feminine behavior.<\/strong><\/p>\n<p>\ud83c\udf1f <strong>Recognizing that women excel in many traits of a skilled negotiator, Babcock concludes: when women become aware of this reality, they perform far better and become much stronger negotiators.<\/strong><\/p>\n<p>\ud83c\udf1f <strong>She ends by saying: the issue is not that men exploit women or take more advantages; rather, as Louis Pasteur said, \u201cChance favors the prepared mind.\u201d If women enter negotiations with a prepared mind, their chances of success increase.<\/strong><\/p>\n<div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>\ud83c\udf1f Leigh Thompson writes in The Mind and Heart of the Negotiator (published in Persian as 53 Principles of Negotiation): What is the difference between men and women when negotiating? You might feel, as I did, that this question could lead to biased answers \u2014 but I want to share the results of a scientific [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":3816,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[89],"tags":[108,107,106],"class_list":["post-3815","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article","tag-negotiation-pie","tag-negotiation-techniques","tag-negotiation"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.8 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>\u201cMen, women, and the division of the negotiation pie\u201d - \u0627\u0646\u062c\u0645\u0646 \u0632\u0646\u0627\u0646 \u0627\u0642\u062a\u0635\u0627\u062f\u06cc \u0633\u0627\u062e\u062a\u0645\u0627\u0646\u06cc<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/womenea.ir\/men-women-and-the-division-of-the-negotiation-pie\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"\u201cMen, women, and the division of the negotiation pie\u201d - \u0627\u0646\u062c\u0645\u0646 \u0632\u0646\u0627\u0646 \u0627\u0642\u062a\u0635\u0627\u062f\u06cc \u0633\u0627\u062e\u062a\u0645\u0627\u0646\u06cc\" \/>\n<meta property=\"og:description\" content=\"\ud83c\udf1f Leigh Thompson writes in The Mind and Heart of the Negotiator (published in Persian as 53 Principles of Negotiation): What is the difference between men and women when negotiating? 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