stereotype

The following items are tagged stereotype:

Managing Cultural Differences in Negotiation

Posted by & filed under International Negotiation.

It’s important to educate yourself about your counterpart’s culture so that you don’t risk offending her or seeming unprepared. At the same time, it would be a mistake to focus too narrowly when preparing for cross-cultural communication in business. Research on international negotiation can help us think more broadly when it comes to managing cultural … Read More 

Mediation Process and Business Negotiations: How Does Mediation Work in a Lawsuit?

Posted by & filed under Mediation.

How does mediation work in a lawsuit? What benefits can mediation offer businesses that deal with multiple contractual agreements, some of which may end in disputes? These questions were answered by Harvard Law School Associate Professor and negotiation expert Dan Greiner in an “Ask the Negotiation Coach” segment from our Negotiation Briefings newsletter. … Read More 

Counteracting Racial and Gender Bias in Job Negotiations

Posted by & filed under Leadership Skills.

This past July, the principal flutist of the Boston Symphony Orchestra (BSO), Elizabeth Rowe, became the first Massachusetts resident to sue her employer under a new state law designed to address the persistent pay gap between men and women. Despite being the most frequent soloist among the BSO’s principal musicians, Rowe earns only about 75% of … Read More 

International Negotiations and Cognitive Biases in Negotiation

Posted by & filed under International Negotiation.

In discussing international negotiations and cognitive biases in negotiation, professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, highlights in a negotiation research literature review, seasoned negotiators often hear stories about the unethical behaviors of people of other nationalities. Perhaps the toughest problems arise surrounding what Rivers calls “ethically ambiguous” negotiation tactics and … Read More 

Overcoming Cross-Cultural Barriers to a Negotiated Agreement: Negotiation Ethics and International Negotiations

Posted by & filed under International Negotiation.

Cross cultural negotiation examples provide insights into how negotiation techniques change depending on the context in which negotiators find themselves. As Professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, points out in a recent negotiation research literature review, seasoned negotiators often hear stories about the unethical behaviors of people of other nationalities. … Read More 

Ask A Negotiation Expert: How Can Women Gain Ground in the Workplace?

Posted by & filed under Teaching Negotiation.

This month, Deborah Kolb, the Deloitte Ellen Gabriel Professor for Women in Leadership (Emerita) at Simmons College, shares strategies that women can use to overcome pay and promotion gaps at work.Kolb is the coauthor (with Jessica L. Porter) of Negotiating at Work: Turn Small Wins into Big Gains (Jossey-Bass, 2015). Negotiation Briefings: Past research has suggested that … Read More 

Gender Discrimination: How to Reach a Negotiated Agreement

Posted by & filed under Teaching Negotiation.

As you know, gender stereotypes often enter the negotiation process. Women and men are perceived to, and often do, act differently in negotiations. Furthermore, gender-based discrimination—such as less pay, unequal treatment, and sexual harassment—is often a source of conflict. With the resources available through the Teaching Negotiation Resource Center (TNRC), professionals can learn how to … Read More 

Bullard Houses Role-Play Simulation Helps Researchers Explore Gender Inequality

Posted by & filed under Teaching Negotiation.

In a recent Slate.com article, writer and PhD in Psychology Jane Hu described the findings of a research study by Professor Laura J. Kray, University of California, Berkeley. Kray, along with co-authors Jessica Kennedy, PhD, and Alex Van Zant, PhD, investigated the role gender played in negotiation and focused specifically on whether the stereotype of women … Read More 

Manage Your Power at the Bargaining Table

Posted by & filed under Negotiation Skills.

Avoid the common traps that come with having high power or low power. In early August, employees of the Massachusetts Institute of Technology (MIT), New York University (NYU), and Yale University sued their employers for allowing investment companies to charge excessive fees on their retirement plans, the New York Times reports. The universities were accused of … Read More 

Negotiation logistics: Best practices for better deals

Posted by & filed under Dealmaking.

Before the official start of the Group of 7 (G-7) economic conference in Krün, Germany, this June, U.S. president Barack Obama and German chancellor Angela Merkel took time to tour a historic village and bond over beer and sausages. At the end of their friendly stroll, Obama jokingly asked Merkel whether the G-7 talks might … Read More 

Women and Negotiation: Why Women Sometimes Ask for Less

Posted by & filed under Business Negotiations.

The average college­-educated woman earns $713,000 less over the course of her working life than her male counterpart, according to the Coalition of Labor Union Women. What explains this persistent gender gap? Women employees’ awareness that they could be penalized for negotiating assertively on their own behalf is one factor, according to new research from … Read More 

Are introverts at a disadvantage in negotiation?

Posted by & filed under Negotiation Skills.

In Washington, D.C., lawmakers in Congress are angry at President Barack Obama. They view him as aloof, distant, unwilling to forge agreement, and unsupportive of their causes. And we’re not even talking about Republicans: Democrats have grown increasingly frustrated with Obama’s standoffish leadership style, report Carl Hulse, Jeremy W. Peters, and Michael D. Shear in a … Read More 

Women and Negotiation: Negotiating the Gender Gap

Posted by & filed under Conflict Resolution.

The following question given to Program on Negotiation faculty member and a Senior Lecturer in Public Policy at the Harvard Kennedy School Hannah Riley Bowles: I recently figured out that I am one of the lowest-paid people at my level in my organization—even though I am one of the top performers. I am also one … Read More 

Why We Focus on Culture in Negotiations

Posted by & filed under Negotiation Skills.

Adapted from “Coping with Culture at the Bargaining Table,” first published in the May 2009 issue of Negotiation. Why we focus on culture Why does concentrating on the other side’s culture lead to problems in negotiation? Consider that negotiators often focus too narrowly on the most obvious information about the task at hand. Such focusing failures lead negotiators to … Read More 

Intercultural Negotiations: When Negotiators Try Too Hard

Posted by & filed under Conflict Resolution.

Adapted from “Coping with Culture at the Bargaining Table,” first published in the May 2009 issue of Negotiation. Though intercultural negotiating schemas can be useful, negotiators often give too much weight to them, according to an article in the May issue of the journal Negotiation and Conflict Management Research, “Starting Out on the Right Foot: Negotiation Schemas When … Read More 

When investing abroad, negotiate a better deal

Posted by & filed under International Negotiation.

On April 19, Toyota announced that it would begin manufacturing its Lexus luxury car in the United States for the first time. The Japanese automaker is planning to invest $360 million in a new production line for its Georgetown, Kentucky, plant, which is expected to create about 750 jobs and churn out 50,000 Lexus ES … Read More 

Managers: improve your team members’ negotiating power

Posted by & filed under Business Negotiations.

Research on stereotypes has reached conclusions about how lack of power and status can affect performance on negotiation and other tasks. Laura Kray of the University of California at Berkeley and her colleagues found in their research  that women negotiators performed worse than men when they were led to believe that their performance reflected negotiating … Read More 

How Stereotypes Impair Performance

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Why It Pays for Negotiators to Feel Powerful,” first published in the Negotiation newsletter. Simply knowing that others may be judging us according to negative stereotypes can impair our performance, according to Stanford University professor Claude Steele. All of us—from white males to African American women to those low on the workplace totem pole—experience … Read More 

When the Sexes Face Off

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Battles of the Sexes,” first published in the Negotiation newsletter. What happens when men and women compete with one another for scarce resources? In a fascinating series of studies, Professor Laura Kray of the University of California at Berkeley and her colleagues show that gender stereotypes have unexpected effects on the behavior of pairs … Read More