Gender Bias May Impact The Negotiation Process

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The role of negotiators involves defending one’s position or defending the position of others. The process includes competing for conclusions that will avoid a stalemate and to achieve a satisfactory solution to meet both parties’ needs or to address their concerns. Gender plays an important role in negotiations. According to Nelson, Bronstein, Shacham & Ben-Ari (2015), gender refers to cultural and psychological markers of the sexes – the aspects of role or identity (rather than biology) that differentiate men from women in a given culture or society. Cynthia’s Challenge, highlights the dilemma Cynthia’s facing in regard to requesting a salary increase and how gender bias may impact the negotiation process (Lewicki, Barry & Saunders, 2015b). Requesting a salary increase is often difficult for women, due to perceptions and gender bias. Cynthia’s main concern stems from the fact that during last year’s salary negotiations, the boss displayed a hostile attitude. Also, the boss communicated the lack of appreciation for even requesting a pay increase (Lewicki, Barry & Saunders, 2015b). Yes, Cynthia prevailed, however, the salary increase is not enough to cover the additional responsibilities and increased work hours this past year. Therefore, Cynthia determined it was time for a promotion along with a salary increase. First, one must address the challenges of requesting a promotion. Effective communication detailing new job responsibilities and additional work

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