Gender Bias May Impact The Negotiation Process

961 WordsAug 10, 20164 Pages
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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