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Do Men and Women Negotiate Differently?

by Dr. Juan Diaz-Prinz

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      Slides 08 Men Women NegotiationSkillsStrategies.pdf
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    About the Lecture

    The lecture Do Men and Women Negotiate Differently? by Dr. Juan Diaz-Prinz is from the course Negotiation Skills & Strategies (EN). It contains the following chapters:

    • Do Men and Women Negotiate Differently
    • Common (Mis)Perceptions
    • Gender-Based Issues
    • Adressing Gender in Negotiations

    Included Quiz Questions

    1. How does our understanding of gender impact negotiations?
    2. How can I use my gender to beat the other side?
    3. How does gender manifest itself in a negotiation?
    4. What issues have a gender component?
    5. How can we deal with gender issues when they arise?
    1. Men often focus on power
    2. Men are less likely to share information
    3. Women perceive themselves less powerful
    4. Women often excel in listening and relationship-building
    5. Gender does not matter
    1. Studies focus disproportionately on women’s behaviour.
    2. Women’s issues are often invisible.
    3. They lack evidence
    4. Often start from the premise that women have a deficit.
    5. They are unprofessional
    1. Compensation
    2. Privacy
    3. Work-life balance
    4. Networking
    5. Skills
    1. How not to reinforce stereotypes.
    2. How to avoided generalizations.
    3. How to be nice to women.
    4. How to let men be men.
    5. How to fight discrimination.
    1. Assess negotiation for gender triggers.
    2. Create transparent criteria for gender-related issues.
    3. Develop target expectations for competitive negotiations.
    4. Tell everyone you are gender sensitive.
    5. Identify gender experts.

    Author of lecture Do Men and Women Negotiate Differently?

    Dr. Juan Diaz-Prinz

    Dr. Juan Diaz-Prinz


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