CHAPTER 16

Overcoming the Gender Divide in Global Negotiation

A woman with a voice is by definition a strong woman.

—Melinda Gates

Traditionally, it has been held that when men and women negotiate against one another, men derive a better deal. It is because women tend to be more intuitive, people oriented, and patient, while men are aggressive, assertive, and dominant. But these stereotype notions may not be true when you see highly qualified women in positions of authority in the modern world. Although they may project a picture of acceptance, giving, and empathy, when it comes to negotiating, they can be tough and aggressive. It all depends on how one prepares ahead of time to negotiate. As has been said, “Chance favors the prepared mind.” ...

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