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The Effect of Gender on Negotiation Behaviour

Author

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  • Dobrijević Gordana

    (Singidunum University, Department of Business 32 Danijelova Street, Belgrade, Serbia)

Abstract

Pošto muškarci i žene imaju razlicite uloge u društvu, njihovi pregovaracki stilovi i ponašanja se tako_e razlikuju. Pregovaracki uspeh muškaraca i žena u velikoj meri zavisi od vrste pregovora (saradnicki ili suparnicki) i rodnih stereotipa koji su izraženi u datom društvu. Uobicajeno je mišljenje da žene više sara_uju, dok se muškarci više nadmecu i agresivniji su. Naše istraživanje u Srbiji pokazalo je malo drugaciju sliku: žene ne koriste više saradnicke strategije i taktike nego muškarci. Iako se muškarci fokusiraju na pobedu, takoe se fokusiraju na rešavanje problema, dok se žene fokusiraju na izbegavanje konflikta i, u manjoj meri, na me_usobne odnose. Žene su takoe osetljivije na godine i rod pregovaraca druge strane. Ali, one su takoe manje iskrene u pregovaranju i fokusiraju se na vlastite interese, umesto da uzimaju u obzir i interese druge strane. Glavna teorijska implikacija ovog istraživanja je da opažene razlike u ponašanju kod pregovaraca ženskog roda odslikavaju pritisak da uspeju u društvu u kojem dominiraju muškarci i u kojem su rodni stereotipi dosta izraženi

Suggested Citation

  • Dobrijević Gordana, 2014. "The Effect of Gender on Negotiation Behaviour," The European Journal of Applied Economics, Sciendo, vol. 11(1), pages 43-52, April.
    • Handle: RePEc:vrs:tejoae:v:11:y:2014:i:1:p:43-52:n:6
    DOI: 10.5937/sjas11-5298
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