Nijole Petkeviciute,

Vytautas Magnus University,
Kaunas, Lithuania,
E-mail: Nijole.Petkeviciute@vdu.lt

Gender and Sustainable Negotiation

Dalia Streimikiene,

Vilnius University,
Kaunas, Lithuania,
E-mail: dalia@mail.lei.lt

Abstract. Nowadays women more often lead teams, make plans as well as important decisions. They also strive for good results when collaborating with partners and take part in negotiations. Most of them get rather general recommendations on how to act in negotiations but very little attention is paid to gender differences, especially not enough interest is paid to the impact of women and their behavior in negotiations. Success in sustainable negotiation in many cases depends on gender stereotypes prevailing in the society. The object in this paper is the importance of gender differences in sustainable negotiations. The aim of the paper is to discuss the main gender behavior differences in sustainable negotiations.

Received: September, 2016

1st Revision: October, 2016

Accepted: December, 2016

DOI: 10.14254/2071- 789X.2017/10-2/21

JEL Classification: J16, J53, M12, Z13

Keywords: communication, models of the communication, negotiation process, sustainable negotiation, gender.