This week I wanted to explore the differences between men and women in getting what they want. This has direct implications for men and women in negotiation, and more broadly, in their careers. In reading about negotiation, it becomes apparent right away that there are different styles of negotiation which have different benefits and drawbacks. The two I will focus on here are collaborative/cooperative approaches, and aggressive/competitive approaches. I will then consider how these approaches are related to gender. A collaborative or cooperative negotiator generally wants a good outcome for themselves or their client, first and foremost, but is also concerned with fairness. This negotiator will therefore limit their own bargaining to a set of outcomes that remains fair to both parties. They look for win-win situations. 1 Relationships are also important to collaborative or cooperative negotiators. Mnookin discusses an accommodating approach, where negotiators often ...