EDITOR’S NOTE: The following LinkedIn post by Tim Cummins, resharing a post by Sally Guyer, demonstrates that the Mars-Venus debate regarding which sex is better at negotiation continues. Will AI finally render this discussion moot?
In May 2014, I posted an article on LinkedIn asking the question: Are women really better at negotiating than men? Here is an excerpt regarding the initial response:
“Less than 24 hours after posting my latest LinkedIn article, “Are women really better negotiators than men?” there has been a steady flow of comments – 246 so far and counting, as well as 203 likes. What is interesting is that I could not help but wonder how many of the select few of the total 14,000 plus readers to this point in time have actually read the article.”
For some in 2014, even asking the questions was somehow an affront.
Fast forward to 2024, and it is still a touchy subject that can be equated to walking through a field of land mines.
Here is an excerpt from Tim’s share of Sally’s original post that was spurred on by the image above:
1) I shared the amazement that anyone could seriously make such a comment. What rock are they living under?
2) I was pleased because of the opportunity it offers for reflection. What makes a negotiator ‘expert’? The answer depends on the situation, and sometimes gender influences who should be chosen, but gender is utterly irrelevant to whether or not someone is an expert.
3) I decided to sit back and enjoy all the added attention from Sally’s new friends among the flight crew.
I’m not stupid – I know who I want negotiating on my behalf.
While you can read both Tim and Sally’s posts at your convenience, here is the reply I shared for your consideration:
Here are 2014 post excerpts regarding today’s subject matter:
In Susannah Breslin‘s post Why Men Are Better Negotiators than Women, she offers that if we see negotiation through the male filter she describes, not only do they “lie better,” they use negotiation “to intimidate” and are therefore better negotiators. And indeed, this is the perspective many women hold as true and why they resist negotiation at all costs. – Lisa Gates, Why Women Are Better Negotiators than Men
Earlier this week, I found an article suggesting that women in the purchasing world are positioned to become the new influencers and deal-makers because they understand the importance of building relationships and collaborating. Conversely, and in the same article, IACCM CEO Tim Cummins referred to a study that senior executives – who are predominantly male – tend to lie to one another at the negotiating table.
Article Link: https://bit.ly/48Ok7Zj
The takeaway from the above is as follows:
1. Men are better at lying and adopting a “take no prisoners” mindset, per Susannah and Tim
2. Women are better at building relationships and collaborating, per Lisa.
So, who are the better negotiators today if you accept the above as factual?
The Wild Card Factor
While thought-provoking questions such as these always stimulate “energized” debate, I am going to introduce into the discussion an unexpected variable – AI.
To do this, I am going to bring into this discussion the top negotiation minds from LavenirAI – Clive R Heal, Bill Michels, Linda Michels, and Iain Campbell McKenna to offer their take on this seemingly timeless question and the positive impact AI will have on the negotiation process going forward.
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Procurement Insights
Is AI “Genderless” when it comes to negotiation training and ability?
Posted on January 27, 2024
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EDITOR’S NOTE: The following LinkedIn post by Tim Cummins, resharing a post by Sally Guyer, demonstrates that the Mars-Venus debate regarding which sex is better at negotiation continues. Will AI finally render this discussion moot?
In May 2014, I posted an article on LinkedIn asking the question: Are women really better at negotiating than men? Here is an excerpt regarding the initial response:
“Less than 24 hours after posting my latest LinkedIn article, “Are women really better negotiators than men?” there has been a steady flow of comments – 246 so far and counting, as well as 203 likes. What is interesting is that I could not help but wonder how many of the select few of the total 14,000 plus readers to this point in time have actually read the article.”
For some in 2014, even asking the questions was somehow an affront.
Fast forward to 2024, and it is still a touchy subject that can be equated to walking through a field of land mines.
Here is an excerpt from Tim’s share of Sally’s original post that was spurred on by the image above:
1) I shared the amazement that anyone could seriously make such a comment. What rock are they living under?
2) I was pleased because of the opportunity it offers for reflection. What makes a negotiator ‘expert’? The answer depends on the situation, and sometimes gender influences who should be chosen, but gender is utterly irrelevant to whether or not someone is an expert.
3) I decided to sit back and enjoy all the added attention from Sally’s new friends among the flight crew.
I’m not stupid – I know who I want negotiating on my behalf.
While you can read both Tim and Sally’s posts at your convenience, here is the reply I shared for your consideration:
Here are 2014 post excerpts regarding today’s subject matter:
In Susannah Breslin‘s post Why Men Are Better Negotiators than Women, she offers that if we see negotiation through the male filter she describes, not only do they “lie better,” they use negotiation “to intimidate” and are therefore better negotiators. And indeed, this is the perspective many women hold as true and why they resist negotiation at all costs. – Lisa Gates, Why Women Are Better Negotiators than Men
Earlier this week, I found an article suggesting that women in the purchasing world are positioned to become the new influencers and deal-makers because they understand the importance of building relationships and collaborating. Conversely, and in the same article, IACCM CEO Tim Cummins referred to a study that senior executives – who are predominantly male – tend to lie to one another at the negotiating table.
Article Link: https://bit.ly/48Ok7Zj
The takeaway from the above is as follows:
1. Men are better at lying and adopting a “take no prisoners” mindset, per Susannah and Tim
2. Women are better at building relationships and collaborating, per Lisa.
So, who are the better negotiators today if you accept the above as factual?
The Wild Card Factor
While thought-provoking questions such as these always stimulate “energized” debate, I am going to introduce into the discussion an unexpected variable – AI.
To do this, I am going to bring into this discussion the top negotiation minds from LavenirAI – Clive R Heal, Bill Michels, Linda Michels, and Iain Campbell McKenna to offer their take on this seemingly timeless question and the positive impact AI will have on the negotiation process going forward.
30
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