Unveiling the Gender Nuances of Wisdom in Negotiation: An Experimental Analysis through Negotiation Game

Prarthana Saikia; Ankita Sharma

doi:10.52756/ijerr.2024.v46.012

Authors

Prarthana Saikia Psychology, School of Liberal Arts, Indian Institute of Technology (IIT), Jodhpur, N.H. 62, Nagaur Road, Karwar, Jodhpur 342030, Rajasthan, India https://orcid.org/0000-0003-3784-4613
Ankita Sharma Psychology, School of Liberal Arts, Indian Institute of Technology (IIT), Jodhpur, N.H. 62, Nagaur Road, Karwar, Jodhpur 342030, Rajasthan, India https://orcid.org/0000-0002-1171-838X

DOI:

https://doi.org/10.52756/ijerr.2024.v46.012

Keywords:

Wise Negotiation, Women Negotiations, Common Wisdom Model, Giver and Taker Reciprocity, Negotiation Task

Abstract

Negotiation is a fundamental part of daily life, serving as a key tool for achieving success across various domains. This study shifts the focus from merely successful negotiation to the concept of "wise negotiation.’ Central to this exploration is the investigation of gender differences in both the practice and conceptualization of wise negotiation. This study's novelty lies in distinguishing wise negotiation from traditional notions of success, revealing nuanced gender-specific approaches within a specialized cohort of recognized negotiators. Using a mixed-method research design, the study gathered implicit and explicit data from 20 women and 31 men, all recognized by peers for their qualities as wise negotiators. Data collection included interviews, negotiation tasks, and questionnaires, analyzed through both qualitative and quantitative methods. Findings revealed distinct gendered perspectives on wise negotiation. Implicit data showed that women often approached wise negotiation as a relational and holistic endeavor, prioritizing the well-being of all parties. Men, however, tended to adopt a more pragmatic view, focusing on efficiency and practical outcomes. Explicit data from questionnaires further highlighted gender disparities. A Mann-Whitney U test identified significant differences in wisdom-related variables, such as openness, emotionality, adaptive performance through training and learning, and emotional management. Notably, no gender differences emerged in a negotiation simulation task. Examining gendered views of negotiation is particularly critical because gender shapes interpersonal dynamics, communication styles, and decision-making processes more profoundly than many other demographic variables. Understanding these differences is essential for developing inclusive strategies that transcend stereotypes, ensuring equitable participation and outcomes. Women emphasized relational dynamics, while men leaned toward practicalities, suggesting a divergence from traditional gender roles. These insights can inform the development of gender-inclusive policies and training programs that cultivate wisdom in negotiation, fostering a balanced and equitable approach across diverse contexts. This focus on gendered nuances enriches our understanding of wise negotiation and its potential applications.

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