Adapted from “Gender Assertiveness and Implicit Sexism,” first published in the Negotiation newsletter.
Most gender research in negotiation has examined differences between women and men, such as the tendency of women to be more anxious about the process and to set lower aspirations than men. The question of how people react to female negotiators versus
assertiveness
Advocacy of one’s own needs, interests, and perspective. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004])
The following items are tagged assertiveness.
accommodating
An approach to negotiation that emphasizes empathy over assertiveness. Accommodating negotiators prize good relationships, and display concern, compassion, and understanding in a negotiation. They may negotiate in order to resolve differences quickly, and typically listen well but may be too quick to give up on their own interests when they sense that relationship is threatened.
avoiding
An approach to negotiation that emphasizes neither assertiveness nor empathy. Avoiders shy away from conflict, and disengage in the face of explicit disagreement. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 52-53)
competition
An approach to negotiation that emphasizes assertiveness over empathy. Competitive negotiators have winning as a goal, and enjoy feeling purposeful and in control. They also may seek to control the agenda and frame the issues in a negotiation, perhaps resorting to intimidation or bullying to get the biggest slice of the pie. (Robert H. Mnookin,
Article: Negotiation and Nonviolent Action: Interacting in the World of Conflict
Negotiation and Nonviolent Action: Interacting in the World of Conflict
By Amy C. Finnegan and Susan G. Hackley
Amy C. Finnegan is a Ph.D. student in sociology at Boston College. Her e-mail address is amyfinnegan@alum.wustl.edu.
Susan G. Hackley is the managing director of the Program on Negotiation at Harvard Law School. Her e-mail address is shackley@law.harvard.edu.
Abstract
As
China’s Camp David Moment
Anne Wu is a research fellow at the Belfer Center for Science and International Affairs at Harvard University’s Kennedy School of Government. Jason Qian is a fellow at the Harvard Negotiation Project.
THE RULE of the game in pursuing a non-nuclearization of the Korean Peninsula has been fundamentally changed by Pyongyang’s claimed nuclear test. The adopted
December 2004
What’s It Worth to You? The wrong assessment of a deal can stand in the way of sensible tradeoffs in negotiation. Don’t let your misperceptions cause you to lose significant potential gains
Putting On the Pressure: How to Make Threats in Negotiations: Issuing threats can help motivate cooperation. But threats can backfire in unintended
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