Overcoming the Gender Differences in Negotiation - Essay Example

Overcoming the Gender Differences in Negotiation Table of Contents Introduction 3 of the Chosen Negotiation Skill 3 2.Analysis Of Strengths And Weaknesses Of Dealing With Aggression Skill In Negotiations 4 3.Negotiating Experience 5 4.Relevance and Useful of the Skill 7 5. Lessons Learned from the Negotiation Experience 8 Conclusion 9 Works Cited 10 Introduction Negotiation is fundamentally described as a structure of conflict management that engages two or in excess of two parties who experiences conflict on the basis of their requirements and desires. Moreover, the idea of negotiation is typically viewed to be a conflict strategy that facilitates the parties to comply with their respective needs (The World Bank, “Communication for Governance & Accountability Program”). In this similar context, negotiation skills can often be defined as the skills that can be developed with practice. However, there exist several negotiation skills which include maintaining integrity, forming effective communication, making valuable decisions, assertiveness and dealing with aggression among others. It can broadly be stated that the aforementioned skills are duly required for an individual to become an effective negotiator (Kent & Touwen, “International Federation of University Women”). This paper intends to describe a chosen negotiation skill i.e. dealing with aggression and detailed analysis of its strengths as well as weaknesses in negotiations. Moreover, an own negotiating experience where the similar skill was relevant and used and the lessons learned from the above negotiating experience will also be portrayed in the discussion. 1. Description of the Chosen Negotiation Skill The chosen negotiation skill that has been taken into concern in this context is dealing with aggression. In this regard, aggression can be defined as the behavior that occurs when an individual becomes angry or frustrated due to any damages or grievances faced by them in their daily life. According to various researches, it has been observed that previously, aggression was assumed as the behavior that has been productive for males only. But recently, different researches have provided different data in relation to aggression as a criterion for gender differences in negotiation which affirms that while negotiating a deal gender differences with aggression skill play a vital role. If negotiations are to be performed in the bargaining table, aggressive peoples were in search of the individuals who could communicate as well as deal with them assuring that their behaviors does not affect upon the negotiation process. Moreover, it also required to possess the function of self-control while negotiating a business deal. The way of behaving or showing anger to any of the parties while performing a negotiation is crucial. Responding to the comments that are hostile would certainly damage the process of negotiation among both the parties going for negotiation. The basic criterion to deal with aggressive peoples while negotiating is suitably dealing with aggression instead of making any sort of arguments that might escalate the situation by a greater extent. Moreover, it is important to develop the personal aspects in order to deal with aggressive people and to respond according to the situation and provide good business sense while performing a negotiation (Farrell, “Dealing with Aggressive Individuals”). 2. Analysis Of Strengths And Weaknesses Of Dealing With Aggression Skill In Negotiations In order to determine the strengths of dealing with aggression negotiation skill, it can be stated that the negotiating parties attain significant benefits from the execution of this skill in negotiations. The benefits include focusing upon the interests rather than the positions, effective decision-making, generating fruitful options and forming clear objective for making any sort of behavioral changes. In relation to gender differences in negotiations, it has been apparently observed that women face more difficulties than men in negotiations as they are much soft on their behavioral as well as attitudinal approach. Additionally, it has been viewed that especially women tends to become quite emotional as well as irrational while conducting negotiations where aggressive behavior is given topmost preference in the context. In comparison, men are more likely to be motivated in their approach in negotiations in the similar context (Kray, Galinsky & Thompson, “Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration Reversing the Gender Gap in Negotiations”). One of the major weaknesses of dealing with aggression negotiation skill is that it adversely affects the decision-making procedure of the negotiating parties due to the emergence of hostiles through verbal threats, shouting and racial comments among others. Moreover, the aggression skill often leads towards unsuccessful negotiations amid the parties due to the concern of any emotional abuses or harassments. Another major weakness of the skill is that it provides severe damages in maintaining long- term relationship between the negotiating parties (skillsyouneed.co.uk, “Framework of Negotiation”). 3. Negotiating Experience In relation to own negotiating experience, a scenario has been presented in which the same skill i.e. dealing with aggression negotiating skill have been used and seems to be relevant. In this regard, the scenario is all about conducting a business deal. The deal has been performed by both male and female members in a particular organization. The male members were more dominating than women and try to crack a negotiation deal as soon as possible. On the other hand, the female members tried different ways to perform better as compared to the men while negotiating the business deal. The business deal that performed by two parties consists of 6 members each. One party named A that consists of two male and four females, while the other party named B consists of three males and three females. Both the males as well as the females of the parties had long discussions for cracking a business deal in an efficient manner. The members of A especially the males were trying to convince the female members of B to make a successful deal. Conversely, the female members of A were trying to convince and impress the male members of B through the execution of logical questions to crack the business deal. In the similar context, Party A was trying to negotiate the deal with Party B without questioning much to them rather than showing aggressiveness in their approach. It can be stated that Party A did not focused upon questioning the members of Party B as they bear less patience and desired to complete the deal as early as possible. This particular scenario can be related with the concept of two- level game where the negotiating experience symbolized two parties i.e. Party A and Party B for negotiating a business deal. After long discussions, it was observed that Party A successfully cracked the business deal by acting appropriately dealing with aggression along with violence. This happened at the time when Party B was not able to deliver appropriate judgments that are raised by the members of Party A in discussions which ultimately compelled the members of Party B to act with aggression. However, in this similar context, Party A acted appropriately when dealing with aggression as well as violence that performed by Party B rather than reacting in such a way which could escalate the situation by a greater extent. This significant feature of the members of Party A ultimately made them to crack the business deal or the negotiation in a successful manner. 4. Relevance and Useful of the Skill It can broadly be stated that dealing with aggression negotiation skill is quite relevant and much useful especially for Party A while negotiating a business deal. In accordance with the aforesaid negotiating experience, it has been viewed that the negotiation skill of aggression played an imperative part in negotiating the business deal. In order to crack the business deal or the negotiation successfully, the male members of Party A emphasized upon making precise discussions while the female members of Party B conducted long discussions by asking numerous questions to the members of Party A. Different types of questions were asked by the female members of Party B in comparison to male members of Party A for the motive of making the negotiation or the business deal more effective as well as successful. However, after long discussions, it was observed that Party B lost their spirit as well as temper and performed aggression skill while negotiating the business deal. It is in this context, the relevance and the usefulness of the aggression negotiating skill can be identified in the negotiating experience. This is due to the reason that the members of Party A acted as appropriately dealing with aggression that performed by the members of Party B instead of reacting in such a manner that could escalate the situation by a considerable level. This particular approach of the members of Party A ultimately made them successful to crack and negotiate the business deal successfully at large. Thus, on the basis of the above discussion, it can be stated that there lies the relevance as well as the usefulness of the aggression negotiating skill in the own negotiating experience by a significant level. 5. Lessons Learned from the Negotiation Experience The five lessons that learnt from the negotiating experience have been described hereunder. Firstly, dealing with aggression can be viewed as one of the imperative negotiation skills for different negotiating parties. Secondly, individual’s aggression is rewarded only when an individual attains his/her predetermined objectives. Thirdly, excessive aggression can lead towards the emergence of frustration and ultimately failure to achieve expected goals. Fourthly, while negotiating any deal, it is quite important for an individual to understand the behavior of the person that makes to feel aggressive. Fifthly, appropriately dealing with aggression instead of reacting in a way hampering the situation could ultimately lead towards success as well as successful attainment of expected predetermined objectives. So, these are certain important lessons that can be learned from the above negotiation experience. Conclusion The aspect of negotiation is principally viewed to be an effective application through which the individuals settle differences or disputes by large extent. Moreover, it is regarded as a method that avoids any sort of arguments while making any particular deal. After acquiring a brief idea about the nature of dealing with aggression negotiation skill, it can be stated that this particular skill helps the negotiating parties to fulfill their predetermined objectives. The major strength of this skill is that it supports the negotiating parties to make as well as to implement effective decisions along with strategies and most importantly making them to focus upon the interests instead of the positions. Conversely, one of the crucial weaknesses of dealing with aggression negotiating skill is that it imposes significant threat to the negotiating parties particularly in decision-making procedures due to the emergence of hostiles through the factors like frustration, impatience and restlessness among others. There are various lessons that have been learned from the own negotiating experience. In this regard, the most important are that excessive aggression can ultimately lead towards frustration and appropriately dealing with aggression instead of reacting impatiently can lead towards success. Works Cited Farrell, James. Dealing With Aggressive Individuals. Interpersonal Skills. 2012. Web. 28 Nov. 2012. Kray, Laura, J. Galinsky, Adam, D. & Thompson, Leigh. Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration Reversing the Gender Gap in Negotiations. Kellogg Graduate School of Management, Northwestern University, 2001Web. 28 Nov. 2012. Kent and Touwen. International Federation of University Women. Negotiation Skills, No Date. Web. 28 Nov. 2012. skillsyouneed.co.uk. Framework of Negotiation. No Date. Web. 28 Nov. 2012. The World Bank. Communication for Governance & Accountability Program, No Date. Web. 28 Nov. 2012. Read More