Culture & Gender in Negotiations Discussion Chapter

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Negotiations can also differ in strategy when dealing with gender differences. In a highly-feminine society, the idea that a product or service is "readily available" could work against the seller/owner, since it gives the impression that nobody 'wants' that product or service. A highly-coveted product or service is one that is not readily available. Take, as an example, the high demand for Hermes bags among its female patrons. Customers have to register months before a new Hermes bag is released, and the fact that reservations are sometimes available only to selected clientele (depending on frequency of purchase, ability to purchase the bags, and prestige) make these bag highly coveted. In effect, Hermes can demand any price for any new bag because of this psyche of 'scarcity' (limited supply) marketed to its female customers.

In collectivist societies, it is not unusual that a negotiator will encounter "shadow negotiations," wherein secret discussions are made among members of a party, sometimes even overlapping to include some members of the other party.

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Shadow negotiations are often undertaken when the other party thinks that it has more leverage than the other party; in order to succeed in the negotiations, the party with the lower leverage discuss among themselves to strategize and discuss 'power moves' that could turn the negotiating table against the other party. This reverses the leverage from one party to the other, resulting to a change in strategy, and re-negotiations between the parties involved. The unity in strategizing developed within the group is characteristic of a highly collectivist culture, which is common in Asian, Latin American and Eastern European countries......

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