The gender effect in risk perception at negotiations phase

Abstract

The goal of this thesis is to help towards a better understanding of the interaction of genders behavior in a situation of negotiation A literature search indicated that risks tend to be judged lower by men than by women men engage in more risky behaviors than do women in four different domains (gambling, health, recreation, and social). Research focused to situations in negotiations where influenced by the gender effect. This thesis addresses the analysis of patterns of risk acknowledgment in negotiations as perceived by different genders. There is a lack of understanding of how the genders differ in their approach to patterns of risk acknowledgement in negotiations. The objectives this thesis will achieve to accomplish that goal are: a)Develop a possible mechanism to control emotions during negotiations. b) Design an efficient strategy for the benefit of the negotiation team. c) Formulate a successful negotiation team. The aim of this analysis is obtain data in order to design an efficient strategy on gender differences for the benefit of the negotiation team and derive formulas to create successful negotiation teams based on analysis of case studies and personality profiles due to gender differences. This thesis is a “phenomenological” study as it refers to people perception to understand of the meaning of an event, (negotiations). Data obtained using long term interviews with a carefully selected sample of participants. The size of the participants did not exceed 25 individuals which had experiences in negotiations with teams of different gender. In order to optimize results the phenomenological interviews will were unstructured and the researcher will closely worked together with the participants. A set of interview questions prepared for each research question of issues discussed. In this way a polycriterial analysis matrix has been developed and used to process responses received from interviewees. Each gender category was divided into other four subdivisions such as age, education level the interviewee possessed, employment and the possibility of international experience. Each subdivision was also equally weighed in order to maintain homogeneity of the sample. Coherence of data received examined in order to establish if dependable trends. It is noted that females have a stronger opinion than males, the majority of females have a different opinion in the same subject, than the majority of males, a strong indicator that risks are perceived in a different way dependent on genders. Although it was established that females can perceive risks with easiness it is also described that they also prefer to work alone rather as to operate in a team Furthermore they also prefer that their supervisor to be of the same gender. Emotional mechanics involved in negotiation seem to be in favor of negotiation teams where female gender is present. The majority of females responded that they sense multiple issues at the same time and they have a greater chance to perceive risks. In this prospective, when males are negotiating against females then the advantage to perceive risks is clearly on the female side. In a broader sense this thesis attempts to understand one or more aspects of human nature and composes techniques for efficient negotiations based on gender differences that will save time, efforts and cost.