6 Tips for Leveraging Gender Stereotypes in Negotiations
This article in the Texas Lawyer examines scholarly research on stereotypical "female" traits, and which ones work for and against a female negotiator, like the female attorney example used here. Several of the positive gender stereotypes for women include nurturing caregiver, community oriented, and always prepared. Women have an incentive to examine how the negotiation will unfold and set the tone in a way that will capitalize on these stereotypical strengths, and can influence the negotiation through power moves, process moves, and appreciative moves like 1. offering incentives, 2. Raise the cost of not negotiating, 3. control the agenda, 4. reframe the process, 5. help others save face, and 6. solicit new perspectives.