Introducing
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Vive La Différence
Select Hypotheses
1. Males will emphasize their personal position more than females.
2a. Females will emphasize interpersonal concerns more than males.
3.Male dyads will use confrontational techniques more frequently than will female dyads.
4. Male dyads will use humor more frequently than will female dyads.
8. Females will allocate less of the total budget to the current project than will males.
Corresponding Results
Methodology
1. Males discussed positions, and females did not.
2a. Females discussed personal information.
3. Neither used many but males used more.
4. Males used more humor.
8. Females did allocate less of the total budget to the playground project than males.
- 50 advanced undergraduate students in a bargaining class
- They were assigned same sex partners to form dyads
- A low-conflict negotiation case based on a community board negotiations over developing a local playground
- They decided how much of the annual budget to allocate to the project of building a playground, while still saving some for the two future projects that year
The Study
-Jennifer J. Halpern, Cornell University, and Judi McLean Parks, Washington University
-Published 1996 in the International Journal of Conflict Management
-The study examines the differences between male and female negotiating dyads [or pairs of two] using a low-conflict setting, on the process and outcome of public-policy style negotiations.
Criticism and Application
Terms Defined
- Use of Gender and Sex as synonymous
- Collage students vs. Parents
- Can be applied to nearly every situation where members of the opposite gender will be negotiating
- Sex: biologically determined phenomenon, biological and physiological characteristics that define men and women
- Gender: socially constructed phenomenon, socially constructed roles, behaviors, activities, and attributes that a given society considers appropriate for men and women
- Low-conflict negotiations: cases where there are no rewards favoring one response over another, there is no right answer