Culture and Gender Differences in Negotiation Styles

Abstract

Culture and Gender differences became an important topic in managing organizations in the last two or three decades. Culture, gender and power positions are the variables of a negotiation. This paper examines the different negotiation styles used by different cultures and genders. Choice of conflict management strategy depends on the characteristics of that culture. There are two main kinds of characteristics, which are collectivist and individualist cultures. Collectivist cultures use compromising, accommodating and avoiding strategies while individualist cultures use forcing, compromising and collaborating negotiation styles. Studies show that individualistic cultures are American and Australian cultural that give high value on individualist achievement. Collectivist cultures are Asian and Chinese cultures that give high value on conformity and tradition. The same division between negotiation styles can be seen between genders. There are perceptions that the outcome of the negotiation changes based on gender differences. But after 2000’s, the studies shows that there is no difference between the outcomes, the difference is between the negotiation styles. Men mostly use forcing and competitive negotiation styles; they use more tactics and set high goals before the negotiation. Women mostly use accommodating and compromising negotiation styles; they focus on relationships and set lower goals than men.

Keywords: Conflict Management, Gender, Culture.