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Practical Solutions to Global Business Negotiations by Claude Cellich

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Chapter 13

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 are docile, nice, nurturing, kind, and submissive, while men are aggressive, assertive, and dominant. But these stereotypes may not be true when you see high-powered, highly qualified women in the modern world. They may project a picture of accepting, giving, and empathy, but when it comes to negotiating, they could be tough and aggressive. It all depends how one prepares ahead of time to negotiate. As has been said, “chance favors the prepared mind.” Women who prepare themselves ...

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