Wl Negotiation

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2. Define gender in negotiation

Does and should it matter that our OPs are men or women or whatever else seems around these days? On one hand, it could be irrelevant. Negotiation proceeds between businesspersons, and gender should not count. But enough has been documented about the differences in thinking, feeling, conducting business, eating, and so on, between men and women, that we should be cognizant of how these might affect the run of negotiation. Like cross-cultural communication, however, avoid stereotyping. Every man and woman is different. Generalizations serve as only guidelines to possible situations that may arise because of gender differences. The first and perhaps the best rule is never underestimate the power of a woman. I am a woman. I know. It can be to our advantage, however, in being thought as weak and sickly. Then our ambush that cuts the carpet from under the unsuspecting male OP's feet is even more effective and delicious. Women negotiators Generally, women can make good WW negotiators. Women consider interests, try to look into alternatives that can open up the negotiation pie, are caring and considerate of their OP. They solve conflict as amicably and fairly as possible, and will not incur unnecessary hostility. They will not engage in undue belligerent or aggressive behavior that will obstruct dialogue with their OP as they view negotiation as dialogue and a working together. Relationships are vital to them, and they will avoid actions in negotiation that undermine the fostering of relationships. They are far from pussycats, though; your first mistake is not to see the tiger underneath. Another mistake is to assume women negotiators cannot be anything else. Beware: They can be harder than nails and so into WL, you won't even know you have lost your head until you feel suddenly weightless. Then, don't assume men will not favor WW. Nowadays, anyway, there are men, and then, there are men. Look at the SNAGs — Sensitive, New Age, Generation, Metrosexuals, etc., the lesson being never assume or stereotype roles and functions according to gender. Death to the negotiator who assumes the CEO is a man, and addresses the male on the OP team as the CEO. You might as well kill yourself if you assume the woman on the OP team is the PA. The fact that many women now head top corporations has eluded some males. So women negotiators can still find themselves treated as inferior, with disparaging remarks and jokes made at their expense. A particularly belittling behavior is being asked to get the coffee and refreshments. Some Neanderthals will also try to flirt, as a manifestation of what a brilliant professional they find you as a businessperson and negotiator. Gender and cross-cultural negotiation Gender becomes an important determinant in cross-cultural negotiation. Some cultures still emplace women in the home. It will be a traumatic experience for them to find a woman in a sharp suit doing business, arguing, making and clinching deals. Some cultures will simply not accept an OP woman negotiator. In extreme cases, and for the ease of the negotiation, pull out the women from the team if you have found out your OP's views on women will obstruct the negotiation. This may not always be possible, for example, a woman director of a company might not have a replacement. If you are from a team of women negotiators, it might help to prepare your OP. Set up preliminary talks, dress conservatively, speak modestly, observe some of the customs, such as perhaps, gift giving, conversation about the family, etc. Let the OP take the initiative in conversation and negotiation procedures, example, what is to be discussed next, and so on. While avoiding brickbat behavior, however, be assertive when it comes to presenting your case, and when you have to stick to your position. For sure, you will respect the customs of the country with whom you are negotiating. For example, in the Middle East, you will be given a robe to wear whenever you go out of your home. But when negotiation begins, it is business. You will need to observe the rules of negotiation, and do what is needed to bring it to a close. Within negotiation itself, gender will not be a relevant factor. Women can make as good negotiators as men. The negotiation process is gender neutral. It is only the expectations and differences that might get in the way. Sometimes these differences are only perceived. We assume things will be different because gender is. But why should it be? Culture and conditioning trap women in subservient roles, and some women are afraid of being perceived as masculine or that dreaded word — eeks, aggressive — if they as much as assert an opinion, or disagree. Business is business. If the stakes of the negotiation necessitate certain actions and behaviors, so be it. Language And Gender Discrimination Language is used to show respect or otherwise for others. So the way we speak can indicate our attitude toward women negotiators, whether on our team, or the OPs. Be vigilant, then, that you do not offend women negotiators from the way you speak. Address them as professionally as you would a man. If the men are addressed as Mr, so the women should be either Ms, or Mrs, according to how they were introduced. Sometimes,- after the introductions, amazingly, the men remain as Mr Choo, Mr Loo, Mr Goo, but the women have suddenly been transformed from Madam Yap, or Ms Goh, to Milly, and Tilly. Be careful to avoid sexist language. Don't call the woman chairperson, then call a man chairman. Nowadays, even the woman is the chairman. Its accepted as a designation. We commonly use Ladies and Gentlemen to address a mixed audience. What if there is just one male or one female? The best is use a neutral term, such as fellow negotiators, colleagues, everyone.