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Men are more likely to negotiate assertively and strategically from "summary" of Women Don't Ask by Linda Babcock,Sara Laschever
Men are more likely to negotiate assertively and strategically. This is not due to some innate quality that men possess and women lack. It is a result of societal norms and expectations that shape how men and women behave in negotiation situations. From a young age, boys are encouraged to be competitive, take risks, and assert themselves. On the other hand, girls are socialized to be cooperative, avoid conflict, and prioritize relationships. These gender norms carry over into adulthood and influence how men and women approach negotiations. Men are more likely to view negotiation as a competition, where they must win at all costs. They are comfortable with confrontation and are not afraid to advocate for their own interests. Women, on the other hand, are more likely to see negotiation as a collaborative process, where both parties should walk away feeling satisfied. They are less likely to push for what they want out of fear of damaging relationships or being perceived as aggressive. In addition to differences in mindset, men and women also exhibit different behaviors during negotiations. Men are more likely to ask for what they want, make bold opening offers, and use aggressive tactics to get the best possible outcome. Women, on the other hand, tend to make more modest requests, concede too quickly, and avoid confrontation. These differences in negotiation style have real-world consequences. Men are more likely to receive higher salaries, better job offers, and more opportunities for advancement because they are willing to negotiate assertively and strategically. Women, on the other hand, often settle for less than they deserve because they are less likely to advocate for themselves in negotiation situations. To address this imbalance, women need to be aware of how gender norms and expectations shape their behavior in negotiations. They need to recognize that negotiating assertively and strategically is not a sign of aggression or selfishness, but a necessary skill for advancing their careers and achieving their goals. By challenging traditional gender roles and adopting a more assertive negotiation style, women can level the playing field and achieve greater success in their professional lives.
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