Groups Work for Women: Gender and Group Identity in Social Dilemmas

Behavior in social-dilemma (mixed-motive) situations has been of great interest to economists, psychologists, and negotiation scholars. In this study, we used a threshold social-dilemma game to examine factors that have not yet been investigated and that may have an impact on behavior in these settings: gender and group identity. We found that, for women, interacting with members of a naturally occurring group increased coordination and efficiency, while for men, interacting with members of a naturally occurring group decreased coordination and efficiency. Psychological literature on gender differences and group interdependence explains these differences. We conclude by discussing the implications of these results for gender differences in negotiation behavior.     

The Beauty Premium: Physical Attractiveness and Gender in Dictator Games

Are beautiful people better negotiators? In this article, I present evidence from a simple bargaining game in which players listened to prerecorded speeches and viewed the pictures of other players. I found that physically attractive players received a greater share of the surplus when their partners could both listen to their speeches and view their pictures. This effect was strongest when the listening partner was female. These results suggest new directions for experimental and empirical research on the role of nonresumé characteristics on labor market outcomes, and also has implications for those practitioners involved in negotiations characterized by extreme power imbalances between the parties.     

Gender and Negotiation in the Small: Are Women (Perceived to Be) More Cooperative than Men?

We surveyed research by experimental economists that examines gender differences in negotiation in the context of two simple, two-player games. Our purpose is to uncover empirical regularities in the results that might be useful to teachers or practitioners of negotiation. In the dictator game, one player unilaterally determines the division of a fixed amount of money. In the ultimatum game, one player offers a division and the other must accept or reject that offer; if rejected, both players receive a zero payoff. The results have shown that, on balance, women tend to be more egalitarian than men, to expect and ask for less in the negotiation. Women also seem to be more responsive to the context of a negotiation and are less likely to fail to reach an agreement than men. These differences are small, however, in comparison with differences in expectations about what women and men will do. We conclude that stereotyping is alive and well in negotiations and that this can help or hinder negotiation outcomes, depending on the context.     

Too Bad for the Women or Does It Have to Be? Gender and Negotiation Research over the Past Twenty‐Five Years

One overriding question that scholars have addressed over the past twenty‐five years is: are women the same or different from men when it comes to negotiating and what might explain these differences? The inquiry has shifted and has become more nuanced over time, but in its essence the issue of individual difference still dominates much of our thinking and research on the topic. The purpose of this article is to provide a structured overview of this considerable literature on gender and negotiation as it has evolved over the past twenty‐five years. In doing this, the article highlights how the social construction of gender has generally changed the discourse from essentialist concepts of differences between men and women to seeing gender as a more complex and shifting dimension of individual identity that is shaped by the contexts in which negotiation occurs. The second purpose of this article is to consider how recent feminist perspectives on gender, which have shifted from viewing gender as a property of individuals to considering the role of institutionalized social practices that sustain gender differences and inequities, can be incorporated into our understanding of gender relations in negotiation theory, practice, and research.     

In Search of Master Negotiators: A Negotiation Competency Model

Over the last four decades, the field of negotiation has become a fully recognized academic discipline around the world and negotiation courses and competitions have become increasingly popular. Although it is believed that negotiators may be trained and that negotiation is a skill that can be taught and evaluated, the question of how to assess negotiation performance systematically and comprehensively remains largely unanswered. This article proposes a negotiation competency model for evaluating negotiation performance. The model includes a set of selected negotiation competencies together with proficiency levels and their behavioral indicators. Our goal is to help scholars design more effective negotiation courses and fairer negotiation competitions, improve negotiation pedagogy, and train negotiators who are well prepared to handle conflicts in our increasingly complex society.     

吉林省城镇劳动力市场中的性别工资差异

针对吉林省城镇劳动力市场中男性和女性劳动力的行业分布和工资水平差异,应用微观经济计量方法对性别工资差异进行分解分析的研究结果表明,吉林省城镇劳动力市场中存在着明显的性别工资差异,行业内部性别工资歧视是造成性别工资差异的主要原因,而性别行业分割是造成性别工资差异的次要原因。     

Propensity to Negotiate and Career Advancement: Evidence from an Investment Bank that Women Are on a "Slow Elevator"

Women are underrepresented at senior levels in most companies. This article examines whether gender differences in the propensity to negotiate contribute to this pattern. Based on a behavioral experiment run in a major investment bank in the United States, I found that fewer women than men are willing to negotiate, but employees who have a propensity to negotiate are promoted on average seventeen months more quickly than those who do not. Women advance more slowly than men, which accounts for the underrepresentation of women in senior positions. I conclude that gender differences in the propensity to negotiate partially explains why women are on a "slow elevator" to the top.     

Cutting to Gender: Teaching Gender in International Relations

Female genital mutilation (cutting or surgery) (FGM) is an issue that epitomizes the changing nature of incorporating gender in teaching International Relations. Put simply, by increasing our attention to issues of concerns to women, like FGM, in International Relations classrooms and texts we begin to recognize the importance of these to the study of International Relations (IR). Yet without paying attention to how these issues reflect on the nature and directions of International Relations, we run the risk of sensationalizing or trivializing complicated issues like FGM and limiting our understanding of the interplay between gender, race, class, ability, and International Relations. This article explores several different approaches used to incorporate gender in International Relations teaching, including some analysis of texts, including: "see no evil, hear no evil and teach no evil,""add women and stir," multiple paradigms, and creating gendered IR. It suggests that until we use an integrative and transformative approach to gender in our teaching, we will continue to marginalize gender concerns. In the final section, the article discusses the challenges of resources and cultural narrowness and challenges to pedagogy when incorporating gender in International Relations teaching.     

East Asians’ Social Heterogeneity: Differences in Norms among Chinese,Japanese, and Korean Negotiators

East Asian cultures are widely held to be fairly homogeneous in that they highly value harmonious social relationships. We propose, however, that the focus (dyadic versus group) and the nature (emotional versus instrumental) of social relations vary among the Chinese, Japanese, and Korean cultures in ways that have important implications for the negotiation tactics typically employed by managers from these three cultures. Our data are from a web survey administered to three hundred eighty‐eight managers from China, Japan, and South Korea. In this article, we discuss how the differences in the focus and the nature of business relationships in China, Japan, and Korea are manifested in the different norms for negotiation tactics endorsed by managers from these three countries.     

Buyer and Seller Differences in Business‐to‐Business Negotiations

The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face‐to‐face business‐to‐business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real‐life buyer–seller negotiations in B2B settings analyzed using qualitative research methods, including both comparative analysis and frequency analysis. We found some difference between buyers' and sellers' use of negotiation tactics, which suggests this question deserves further empirical study. Buyers' and sellers' use of specific tactics differs according to which overall strategy the negotiators chose, and sellers generally use a greater number of negotiation tactics than buyers. The findings challenge previous findings that suggest that B2B negotiations are collaborative and that negotiators communicate in a collaborative manner. The findings also increase our understanding of buyers' and sellers' variable use of tactics in the course of everyday practice as well as the interplay between negotiation tactics and strategies.     

World Championship in Negotiation? The Role of Competitions in Negotiation Pedagogy

The last decade has seen the emergence of several new negotiation competitions around the world. We think the two major drivers of this development are a general trend toward the increasing internationalization of higher education and a recognition of the specific benefits of competitions for negotiation pedagogy. These benefits include: the high level of student commitment generated by participation in a competition, which enhances the quality of negotiation; the opportunity that the competitions give students to experience authentic cultural diversity; and the networking opportunities for students and instructors that the competitions create. This article focuses on the role that negotiation competitions can play in negotiation pedagogy. We first present an overview of the currently most important international negotiation competitions. This is followed by an outline of the specific benefits of negotiation competitions for pedagogy. We then take a closer look at the organization and outcome of negotiation competitions and discuss the opportunities for their development and growth.     

技术市场竞争与美国的技术安全化选择

技术市场竞争正成为大国技术竞争中最复杂、最重要和最突出的表现形式。作为霸权国,美国有着以不对称权力优势干预技术市场、重塑技术产业链的政治惯性,市场竞争与权力优势是美国技术安全化的动力追求与能力支撑。美国将技术与安全议题相联结,不仅能够挣脱现有规则与制度的束缚、阻断竞争国既有的技术扩散趋势,还可以动员和捆绑其他国家共同行动,达到最大化控制他国市场选择、保有和扩张国家市场份额的目的。因此,无论是美日半导体技术之争,还是在中美5G技术之争中,当处于崛起状态的竞争国使美国倍感技术市场竞争压力时,美国都以技术安全化手段,在国家和全球的技术市场选择中不断渗透意识形态与安全逻辑,动态持续对目标国进行安全化的塑造与打击。作为当下美国技术安全化主要的目标国,中国需要以更灵活的技术策略应对美国的技术安全化陷阱,从市场拓展、自主创新、企业管理和话语权提升等多方面对美国可能采取的安全化市场打击与压缩的行为作出应对。     

To Flirt or Not to Flirt? Sexual Power at the Bargaining Table

We begin by exploring the lay belief that women can use flirtation to their advantage in professional contexts and contrast it with trained negotiators' negative views on flirtation. We then examine the impact of flirtation on negotiators' impression formation. We explore whether a flirtatious style aids women in the trade-off they often face between perceived likability and perceived competence. We discover both an upside and a downside to flirting at the bargaining table. Although flirtation appears to be positively related to women's likability, negotiators who flirted were judged to be less authentic than those who refrained from exercising their sexual power.     

俄罗斯森林工业国际竞争力分析

俄森林面积居世界第一,拥有全球25%的森林储备。但从目前状况来看,俄森林工业在国内与其他工业部门相比没有竞争力,在国际上,同林业发达国家相比竞争力也比较弱。目前,提高森林工业国际竞争力已经成为俄罗斯政府与森工企业的重要努力方向。     

Bringing Soul to International Negotiation

In this article, the author calls for a shift in training for international commercial negotiation, away from the standard Western linear, rational, fact-oriented style toward training that makes room for "soul." As used here, the term "soul" combines several concepts that integrate learning on human cognition, cultural intelligence, and effectiveness in international management. The article discusses soul in terms of three components: emotion and subjectivity, deep narratives rooted in faith and ethnic traditions, and cultural intelligence. The article presents three negotiation scenarios from around the globe, contrasting first-generation training approaches to next-generation training approaches that would value the unconscious processes of decision making.     

中越经贸关系：竞争性与互补性分析

本文在简要介绍中越经贸关系发展现状及特点的基础上,重点从产业及贸易结构、比较优势、产业内贸易和外国直接投资等方面分析两国经济间的竞争性与互补性,最后阐述政策、人民币升值和越南的第二次产业进口替代等因素对中越经贸关系前景的影响。     

Gender Differences in Initiation of Negotiation: Does the Gender of the Negotiation Counterpart Matter?

In this study, we investigated if and how gender differences in the propensity to initiate a negotiation are affected by the gender of the counterpart in the negotiation. We enlisted 204 Swedish students to take part in an experiment in which they had to decide whether to initiate a negotiation for higher compensation. In line with previous research, we found that men were more likely than women to initiate a negotiation: 42 percent of the male and 28 percent of the female participants initiated a negotiation. The gender difference, however, was only large and statistically significant when the negotiation counterpart was a woman. With a female negotiation counterpart, women were less likely than men to initiate a negotiation by 24 percentage points, while with a male negotiation counterpart, the gender difference was only 5 percentage points and not statistically significant. This result suggests that the gender of the negotiation counterpart should be taken into consideration when analyzing gender differences in initiation of negotiation.