The Gender Gap in Negotiations

Paper Summary:

This study examines the gender gap in negotiating positions in the workplace. The paper considers the problem by examining its history, by determining changes that have been made over time regarding the negotiation position of women and by reviewing and researching literature and theoretical perspectives offered by various academics and business persons on the issue. Additionally, the paper looks at trends that can be discerned, how they have been explained, and what trends for the future they might portend.

Table of Contents
Introduction
Historical Context
The Negotiation Process
The Players
Changing the Game
Conclusion

From the Paper:

"The role of women in society was conditioned over time by religious attitudes and by the conditions of life that prevailed through much of history. The culture of Europe and America was based for centuries on a patriarchal system in which exclusive ownership of the female by a given male was considered important, with the result that women were relegated to the role of property with no voice in their own fate. The girl-child was trained from birth to fit the role awaiting her, and as long as compensations were adequate, women were relatively content: "For example, if in return for being a man's property a woman receives economic security, a full emotional life centering around husband and children, and an opportunity to express her capacities in the management of her home, she has little cause for discontent.""

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