In order to examine the differences between female and male negotiators and their implications, it was necessary to establish that gender is, in fact, a major consideration in negotiations. Affirming that, negotiation is defined as arranging or settling by conferring or discussing with another, and the negotiation process as, generally, a communications process whereby two or more individuals attempt to resolve an issue that may require mutual concessions. Throughout this process, gender differences may, unintentionally and unfortunately, become one of the issues as female negotiating qualities clash with male winning-oriented strategies.
Even before the process begins, there are preconceived ideas of female and male negotiators. These stereotypical notions add little to the knowledge of the real differences between them, but it does provide the opportunity to identify and list the attributes associated with women negotiators. From this point, the "partnership process"--women and men negotiating together-- is examined, and leads to the further examination of why women and men negotiate and the comprehensive skills that are required of a practicing negotiator.
In overviewing the differences between female and male negotiators, the cross-accusation of "indirectness" in negotiating is considered and assigned an uncertain status as a result of being equally contributed to by the parties. In the concluding paragraphs, the exceptionally controversial issue, "Are these female-male differences rooted in the brain?" receives the comments of experts, and adds importance to the subject-differences herein.
Lastly, there is a review of the implications of the differences between the negotiating styles of females and males, and a statement of the conclusions one might have drawn from this issue and may be useful in the future.
Among the many observations a negotiator makes of an opponent, the first is, invariably, gender. Age, ethnicity...