A review of the article Gender and

Negotiator Competitiveness: A Metaanalysis

From the study of this article where it says that there is only a slight
difference between the negotiation power of women and men, but there
are lot of traditional stereotypes that believe otherwise. Traditionally it
was believed that men had an upper hand when it came to negotiations
as they were more competitive and assertive while women on the other
hand tend to be cooperative and accommodating when it comes to
negotiating. While speaking of the traditional models like Dual Concerns
Model that suggested that Men, because of their assertive nature are
better negotiators as there is a win-lose mentality in them and they set
high demands while dealing with any issues. When it comes to Women,
they have that cooperative and submissive nature that makes them put
forth moderate demands and there by lose out on objectives. This is
majorly because women are more relationship oriented and avoid conflicts
which affect interpersonal relationships.
In its Meta Analysis the article comes in support of women the article talks
about Matrix Game Paradigms and Prisoners Dilemma game where
greater achievement can be achieved when there is cooperation between
the two parties. It also says that the qualities like cooperative and
submissive are not related to come from a women but it comes from an
individual who is lower in power. In the analysis approximately 157
studies were selected. On the basis of the aforementioned 62 studies were
selected for inclusion in the meta-analysis.
The article gave this as its conclusion from the Meta Analysis that was
done Overall, the proposition that females bargain more cooperatively
than males received some, though limited, support. The magnitude of
malefemale differences found here suggests that women are more
cooperative bargainers than men, but this difference is very slight. In all,
gender accounted for less than 1% of the variance (r2) in negotiator
competitiveness. This clearly shows that there is lot of traditional
stereotyping when it comes to comparing the negotiating power of the
two sexes. The 3rd reference shows the parameters of meta analysis.
References:1.
2.
3.

This review was done on the study done by Amy E. Walters, Alice F. Stuhlmacher, and Lia
L. Meyer, DePaul University.
http://www.sciencedirect.com/science/article/pii/S0749597898927972
http://ac.els-cdn.com/S0749597898927972/1-s2.0-S0749597898927972main.pdf?_tid=47d6f48c-aa50-11e6-a511-

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From- Anoosh Raza

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