BUS403: Negotiations and Conflict Management (2016.A.01)

There are stark differences in how women and men negotiate. Research has found that men are more likely to negotiate on behalf of their own issues. Women, if they negotiate at all, are more likely to negotiate on behalf of others. This difference has implications for the overall organization and has an accumulated disadvantage for women. Even if a woman assertively negotiates on her own behalf, the perception of her efforts may be negative.