Time spent with the other party prior to negotiation is also crucial. In a male-oriented culture, research indicates that time spent with the other party prior to negotiation is more important than the actual negotiation. As a result, the more time you spend with the other party before negotiation, the greater the probability that the other party will work with you during negotiation. 11 Also, during the second step of the negotiation process, use body language to convey confidence during the negotiation. Axtell states that body language is as effective or more effective than words.
Women stand with their feet close together and one toe pointed inward, denoting submissiveness.
Thus, to level the negotiating field, a woman should expand her space by standing to speak or using the arms of a chair and sitting erect when speaking. Clarify and justify After you've exchanged initial positions, both parties can explain, amplify, clarify, bolster, and justify their proposals. During this time, educate the other party about the importance of your proposal and how you developed it. Sex differences become readily apparent during this step because once a woman states her proposal, she often characterizes her explanation using adjectives, adverbs, and expletives less powerful than those commonly used by males. This manner of speech conveys triviality by male standards.