"Negotiation and the Gender Divide"

Paper Summary:

Are women traditionally less inclined to fine-tune and engage strong negotiating skills to further their agenda due to a culturally-spawned sense of timidity, or because of an educational system that is institutionalized to the point that it fails to give women the tools they need to go out successfully in the business world? The authors of "Women Don't Ask: Negotiation and the Gender Divide", Sara Laschever and Linda Babcock, have put together extensive research of existing studies on the topic, most of it conducted by others. Their research is explored in-depth in this paper. Other views on the subject of why women aren't assertive in negotiations are also examined.

From the Paper:

"On page 28, the authors write that "by the age of six, psychologists believe "children are experts at gender schemas", able to recognize and understand the multiple gender cues all around them." And, they continue, children can clearly observe that "much of the world is controlled by men," and hence, children conclude that not only is the "way things are, but the way things should be" as well. This discussion leads up to an explanation as to why, later in life, women are still shy about stepping forward and demanding " or at least negotiating with some chutzpah " fair wage for equal work."

More papers on "Negotiation and the Gender Divide":

• Research Paper # 54034 : "Gender Divide in Negotiation"
• Analytical Essay # 131030 : "Female Athletes and the Gender Binary System"
• Research Paper # 140803 : "Educational Categories and the Gender Wage Gap"

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