A lecture I gave at UCLA in the summer of 2012.

1. Mediating &
Negotiating
Gender
Victoria
Pynchon
J.D., LL.M
UCLA Mediation
Course Summer
2012

2. Analytic Emotional
Positions Interests
Self-interested Nurturing
Competitive Cooperative/relational
Direct Indirect
Hierarchical Non-hierarchal
High sense of entitlement Low Sense of Entitlement
More inclined to boast Underplays achievements
Dominant Submissive

3. Stereotype threat - anxiety in situation where you
believe you might confirm a negative stereotype
about your social group.

4. Gender Blow Back

5. • see the big picture
• work through steps
• share experiences
• learn what both
sides could gain Bargaining
• focus on what both
sides need Advantages
• attempt to satisfy
both parties needs

6. BARGAINING
DISADVANTAGES
• Value relationship over money
• Don’t like anchoring high
• Afraid asking for too much will
make bargaining partner
withdraw
• Work faster and longer for same
benefit
• Don’t recognize the opportunity
to negotiate

7. • feel advantage
• feel entitled Bargaining
Advantages
• less likely to back down
• view negotiation from
more self-serving
perspective
• stronger speakers
• seek more power
• intimidate

8. Bargaining • Little inquiry into
Disadvantages partner’s needs/desires
• Tends to move quickly
toward threat
• Won’t share
information
• Doesn’t believe win-
win possible or
desirable

9. Corporations
are people, my
friend
Narrative views
all events as
taking place
within and
being shaped or
influenced by
larger cultural
stories.

12. • Influence outcome by giving
more legitimacy to certain
stories than others
• Emphasize certain
concerns and aspects of the
parties’ stories than others
• Interpret what is being said
based on own attitudes,
beliefs and experiences
• Marginalize one party’s
story by how it is reframed
• Invite or discourage one
party from
– developing story more
than the other
– Contradicting other’s
story more

13. Mediators preserve,
delete or transform the
parties conflict story by
how they formulate,
describe, explain,
characterize, expand,
translate, differentiate,
summarize,
acknowledge, validate,
legitimize and
delegitimize what is

14. Behind every accusation is a cry for help