With the controversy surrounding Larry Summers’ comments as a backdrop about inherent differences between women and men, analyzes whether and when gender differences exist in the competitive dialogue area. Reviews research that documents the impact of negotiators’ beliefs and motivations on performance, focusing on sex stereotypes and their message viewing women’s inability to perform on a level with their male counterparts in business dealings.
Leading through Negotiation Harnessing the Power of Gender Stereotypes Case Study SolutionDocuments the different performance impact of stereotypes that function below the threshold of consciousness versus stereotypes that are out in the open, and particularly explores sex stereotypes in the context of the broader issue of bargaining power. Such stereotypes affect both objective and subjective power at the negotiating table. After providing insights into the way that sex stereotypes function, identifies strategies for mitigating their potentially dangerous effects and instead uses performance gains to be encouraged by them.
PUBLICATION DATE: November 01, 2007 PRODUCT #: CMR383-HCB-ENG
This is just an excerpt. This case is about ORGANIZATIONAL DEVELOPMENT
How We Work?
Just email us your case materials and instructions to order@thecasesolutions.com and confirm your order by making the payment here
Related Case Solutions & Analyses:
Cola Wars Continue: Coke vs. Pepsi in the Twenty-First Century
Mountain Dew: Selecting New Creative
Boston Lyric Opera
sweetriot 2.0
Orange: Read&Go
Introduction to Consumer Credit
Wal-Mart Mexico: Managing Multiple Formats
Dressen (Abridged) (B)
Abiomed and the AbioCor Clinical Trials (A)
Identification of the Key Issues for the Target Market
