Gender differences in negotiation

Women tend to use a more collaborative approach to negotiations, emphasizing relationship-building and seeking mutually beneficial solutions

• TRUE

• FALSE

Answer explanation

Women tend to use a more collaborative approach to negotiations, emphasizing relationship building and seeking mutually beneficial solutions. (Babcock et al., 2017)

Women are less likely than men to consider the impact of their decisions on others and to take a long-term perspective in negotiations.

• TRUE

• FALSE

Answer explanation

Women are more likely than men to consider the impact of their decisions on others and to take a long-term perspective in negotiations. (Gelfand et al., 2002)

Women are more likely to use persuasive strategies that appeal to emotion and build rapport, whereas men are more likely to use assertive strategies that emphasize power and control.

• TRUE

• FALSE

Answer explanation

Women are more likely to use persuasive strategies that appeal to emotion and build rapport, whereas men are more likely to use assertive strategies that emphasize power and control. (Kray et al., 2012)

Women are less likely than men to initiate negotiations in a cooperative way but may be more likely to make assertive demands.

• TRUE

• FALSE

Answer explanation

Women are more likely than men to initiate negotiations in a cooperative way but may be less likely to make assertive demands. (Bowles et al., 2007)

Women are more likely to use indirect language and hedging in negotiations, which can be interpreted as uncertainty or lack of confidence.

• TRUE

• FALSE

Answer explanation

Women are more likely to use indirect language and hedging in negotiations, which can be interpreted as uncertainty or lack of confidence. (Kray et al., 2012)

Women are less sensitive to social context and situational factors in negotiations such as power dynamics and status differences.

• FALSE

• TRUE

Answer explanation

Women may be more sensitive to social context and situational factors in negotiations, such as power dynamics and status differences. (Stuhlmacher & Walters, 1999)

Men tend to negotiate more for social outcomes, such as recognition and respect, whereas women are more likely to negotiate for economic outcomes, such as salary and benefits.

• FALSE

• TRUE

Answer explanation

Women tend to negotiate more for social outcomes, such as recognition and respect, whereas men are more likely to negotiate for economic outcomes, such as salary and benefits. (Gelfand et al., 2002)

Men are more likely to be concerned with fairness and equity in negotiations, whereas women are more likely to prioritize maximizing their own outcomes.

• FALSE

• TRUE

Answer explanation

Women are more likely to be concerned with fairness and equity in negotiations, whereas men are more likely to prioritize maximizing their own outcomes. (Gelfand et al., 2002)

Women may be more likely to engage in collaborative problem-solving and brainstorming in negotiations, whereas men may be more likely to engage in competitive debate and argumentation.

• TRUE

• FALSE

Answer explanation

Women may be more likely to engage in collaborative problem-solving and brainstorming in negotiations, whereas men may be more likely to engage in competitive debate and argumentation. (Kray et al., 2012)

Women may be more likely to share information and seek input from others in negotiations, whereas men may be more likely to hold information close and be less transparent.

• TRUE

• FALSE

Answer explanation

Women may be more likely to share information and seek input from others in negotiations, whereas men may be more likely to hold information close and be less transparent. (Gelfand et al., 2002)