Manipulation Strategies During Bargaining
In a pioneering study, researchers from the University of North Carolina and Northwestern University have illuminated the overall tendency of men to resort to deceptive tactics in negotiation. The study, led by Professor Jason R. Pierce of the University of North Carolina and Professor Leigh Thompson of Northwestern University, involved multiple experiments with participants from diverse backgrounds.
The research indicates that men's greater competitiveness and lower empathy contribute to their greater willingness to use deceptive tactics in negotiation. Conversely, inducing competitive feelings toward a counterpart led women to lie more, while inducing empathic feelings led men to lie less.
In one experiment, 129 students at a U.S. university were asked to envision a negotiation scenario where they could lie to secure more money without fear of being caught. Approximately 50% of male participants stated they would lie, compared to around 29% of female participants. Similarly, in an online experiment with 252 adult U.S. residents, about 44% of men and 37% of women lied when given the opportunity.
However, it's crucial to note that many female participants also demonstrated a willingness to behave unethically. The researchers emphasize that it's more crucial to consider a negotiating counterpart's disposition (competitiveness and empathy) rather than their gender when predicting unethical behavior.
To deter deceptive tactics in negotiation, the researchers propose fostering empathy by adopting and sharing perspectives instead of focusing solely on securing the best outcome. To neutralize deceptive tactics, one should stay well-informed, recognize the strategies employed, and respond with transparency and firmness to undermine their effectiveness. Establishing clear rules, asking clarifying questions, and openly challenging manipulation are effective strategies.
In another study, Pierce and Thompson explored whether men and women's comfort levels with unethical behavior translate into gender differences in negotiation behavior. The researchers discovered that situational cues that evoke a sense of competition or empathy mitigate sex differences in the propensity to lie in negotiation.
In the first experiment, 172 Chilean undergraduate students were questioned to assess competitiveness, empathy, and attitudes toward using unethical tactics in negotiation. Men were more likely to condone unethical tactics. The study also revealed that men were ranked as more competitive and less empathic than women in the experiments.
The researchers did not delve into the use of advertisements or specific business negotiation strategies in this study. Instead, they concluded that ethical climates may hinge more on whether organizational cultures foster competition or compassion.
In summation, the study offers valuable insights into gender differences in negotiation behavior and provides practical suggestions for promoting ethical behavior in negotiations. By understanding and addressing the underlying factors that influence deceptive tactics, individuals and organizations can strive to create a more honest and fair negotiation environment.
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