2018 Beecroft Lecture: "Gender and Negotiation: What About the Guys?"

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Document Type

Lecture

Publication Date

3-1-2018

Abstract

Do men and women typically negotiate differently? Much research on the topic essentially suggests women should negotiate more assertively or more like men. However, more recent work shows that men who engage in aggressive or bullying behavior in negotiation are often ineffective. In addition, while research often celebrates women's perceived advantage in terms of empathy or trustworthiness, the same research has not yet been used to provide more specific advice to men on how to do better in negotiation. This talk will both discuss the general differences between behaviors labeled as masculine and feminine in negotiation and also outline lessons for effectiveness for all genders.

Comments

The Beecroft Lecture Series was established in honor of the late Chris Beecroft Jr., a 1971 UNLV graduate and commissioner of Alternative Dispute Resolution for the Clark County District Court. Following Mr. Beecroft’s passing in December 2016, the ADR section of the State Bar of Nevada worked quickly to launch the Chris Beecroft Jr. Fund, which helps to sponsor the lecture series at the Saltman Center.

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