摘要：As men and women have different roles in society,their negotiating styles and behaviours are also different.The success of men and women in negotiations depends largely on the type of negotiation (integrative or distributive) and gender stereotypes prevailing in society.There is a general opinion that women are more cooperative,while men are more aggressive and competitive in negotiations.Our findings from the Serbian setting show a somewhat different picture: women do not use more cooperative strategies and tactics than men.Although men focus on winning,they also focus on problem solving;while women focus on conflict avoidance,and,to a certain extent,on mutual relationship.Women are also more sensitive to their counterpart’s age and gender.But,they are also less sincere in negotiations and focus on their own interests,rather than taking care of their own as well as other party’s interests.A major theoretical implication of this research is that the observed differences in the behaviour of female negotiators reflect the pressure to be successful in a male-dominated society where gender stereotypes are quite prominent.
其他摘要：Pošto muškarci i žene imaju različite uloge u društvu,njihovi pregovarački stilovi i ponašanja se takođe razlikuju.Pregovarački uspeh muškaraca i žena u velikoj meri zavisi od vrste pregovora (saradnički ili suparnički) i rodnih stereotipa koji su izraženi u datom društvu.Uobičajeno je mišljenje da žene više sarađuju,dok se muškarci više nadmeću i agresivniji su.Naše istraživanje u Srbiji pokazalo je malo drugačiju sliku: žene ne koriste više saradničke strategije i taktike nego muškarci.Iako se muškarci fokusiraju na pobedu,takođe se fokusiraju na rešavanje problema,dok se žene fokusiraju na izbegavanje konflikta i,u manjoj meri,na međusobne odnose.Žene su takođe osetljivije na godine i rod pregovarača druge strane.Ali,one su takođe manje iskrene u pregovaranju i fokusiraju se na vlastite interese,umesto da uzimaju u obzir i interese druge strane.Glavna teorijska implikacija ovog istraživanja je da opažene razlike u ponašanju kod pregovarača ženskog roda odslikavaju pritisak da uspeju u društvu u kojem dominiraju muškarci i u kojem su rodni stereotipi dosta izraženi.
