6Mars and VenusNegotiating with Men versus Negotiating with Women

Women and men look at the world through very different moral frameworks. Men tend to think in terms of “justice” or absolute “right and wrong,” while women define morality through the filter of how relationships will be affected.

—RON TAFFEL

Most of the concepts discussed throughout this book apply equally regardless of whether you are negotiating with a man or with a woman. However, there are times when you need to adjust your negotiating approach depending on the gender of the person that you are dealing with. Women tend to exhibit what we refer to as a “relational negotiating style,” while men tend to adopt a “competitive style.” Although some men favor the former and some ...

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