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Agenda

negotiation assertiveness and the potential for gendered backlash Student/Researcher: Wendy Matos- Lurquin . Faculty Sponsor: Emily Amanatullah . Executive Sponsors: Deborah Kissire and Jane-Scott Cantus. Agenda. Problem Overview and Research Approach. Scholars. Research Project.

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Agenda

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  1. negotiation assertiveness and the potential for gendered backlashStudent/Researcher: Wendy Matos-Lurquin.Faculty Sponsor: Emily Amanatullah.Executive Sponsors: Deborah Kissire and Jane-Scott Cantus.

  2. Agenda

  3. Problem Overview and Research Approach Scholars Research Project

  4. Looking for Answers to the Project Approach’s Questions

  5. Study 1 Results: Women Are Subjected to Social Backlash When They Negotiate Assertively Sample: 271 Undergraduate students Design: 2x2x2: gender, compensation, negotiation style How positive is your impression of your counterpart so far? Salary Negotiation Scenario

  6. Study 1 Results: Women Are Subjected to Social Backlash When They Negotiate Assertively Sample: 271 Undergraduate students Design: 2x2x2: gender, compensation, negotiation style Negotiation: How positive is your impression of your counterpart so far?

  7. Study 1 Results: Women Are Subjected to Social Backlash When They Negotiate Assertively Sample: 271 Undergraduate students Design: 2x2x2: gender, compensation, negotiation style Post-negotiation: How positive is your impression of your counterpart so far?

  8. Study 1 Contribution to Overall Study Approach

  9. Study 2: Participants Overview What is your career stage? How would you rate yourself as a negotiator? Men self-rate as more skilled negotiators than women. Sample: 450 participants. Male: 145, Female: 305

  10. Study 2: Participants Overview How would you rate yourself as a negotiator? Professional experience builds negotiation expertise. Sample: 450 participants. Male 145, Female 305

  11. Study 2 Results: How often would you adopt an ASSERTIVE/COMPETITIVE position under the following circumstances? Men and women adopt an assertive position with almost the same frequency. Men adopt an assertive position more frequently than women. Sample: 427 participants. Male 138, Female 289

  12. Study 2 Results: How often would you adopt an ASSERTIVE/COMPETITIVE position under the following circumstances? Men adopt an assertive position with subordinates more frequently than women. Note: Both men and women behave assertively less frequently when negotiating with superiors. Sample: 427 participants. Male 138, Female 289

  13. Study 2 Results: How often do you achieve success in your negotiations? Answer: Always, Very often and Often Male: Non-forceful 57.3%, Assertive 63% (∆ 5.7%) Female: Non-forceful 60.9%, Assertive 58.4% (∆ 2.5%) Men felt that they achieved success more frequently when adopting an assertive position while women felt that adopting a non-forceful position helped them achieve success slightly more often. Sample: 427 participants. Male 138, Female 289

  14. Study 2 Results: Please select all the characteristics that identify the most successful men and women negotiators that you have met. Among successful men and women negotiators, women are thought to be easier to work with, and more polite and helpful than men. Sample: 393 participants. Male 124, Female 269

  15. Study 2 Contribution to Overall Study Approach Men and women adopt an assertive position with almost the same frequency (when position is at stake). Men adopt an assertive position more frequently than women (when salary is at stake). Among successful men and women negotiators, women are thought to be easier to work with, and more polite and helpful than men. Men felt that they achieved success more frequently when adopting an assertive position while women felt that adopting a non-forceful position helped them achieve success slightly more often. Men adopt an assertive position with subordinates more frequently than women. However, both men and women behave assertively less frequently when negotiating with superiors.

  16. Study Implications

  17. Negotiation Assertiveness and The Potential for Gendered Backlash Thank you

  18. No significant differences by gender of target in reservation point, target point or opening point of respondents. • Respondents established a significantly lower threshold for how much the target could/should ask for in order to avoid social norm violation (backlash). • Male Target: $46,866.19 • Female Target: $45,264.02 • t (269) = 2.41 p < .05 Study 1 – Pre-negotiation Results Details

  19. Study 2 - Mean and Standard Deviations of Answers How often would you adopt an assertive/non-assertive position under the following circumstances? Always = 6, Very often = 5, Often = 4, Sometimes = 3, Rarely = 2, Never = 1 Sample: 427 participants. Male 138, Female 289

  20. Study 2 – Negotiations with Superiors Sample: 427 participants. Male 138, Female 289

  21. Study 2 – Top Management View of the Characteristics that Identify Successful Negotiators Please select all the characteristics that identify the most successful men and women negotiators that you have met.

  22. When do people of the other sex tend to behave most assertive/non-forceful?

  23. Representation of Women in Fortune 500 2008 Corporate Officers Position 2008 Directors 2008 Catalyst Census of Women Corporate Officers and Top Earners of the Fortune 500 2008 Catalyst Census of Women Board Directors of The Fortune 500 2008 Top Earners Salary 2008 Catalyst Census of Women Corporate Officers and Top Earners of the Fortune 500

  24. Q&A

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