Är förhandlingsbordet gjort av glas? - En kvalitativ studie om hur kvinnliga chefer upplever dubbelsidigheten av förhandling
(2025) PSYK12 20251Department of Psychology
- Abstract (Swedish)
- Denna studie ämnade att undersöka hur sju kvinnliga chefer upplever dubbelsidigheten av förhandling. Frågeställningarna som besvaras är 1) Hur upplever kvinnorna i studien förhandlingar präglade av traditionellt maskulina normer? 2) Vilka aspekter av förhandling prioriterar kvinnorna i studien? 3) Vilka utmaningar upplever kvinnorna i studien inom förhandling?. Metoden som används är Interpretative phenomenological analysis (IPA) då studien ämnar att utforska deltagarnas upplevelser. Sju semistrukturerade intervjuer genomfördes med kvinnliga chefer som har erfarenhet av förhandling. Bearbetningen av transkriptionerna ledde till tre huvudteman: “Självbild och osäkerhet i förhandlingsrollen”, “Relationellt fokus och förhandlingsstil” samt... (More)
- Denna studie ämnade att undersöka hur sju kvinnliga chefer upplever dubbelsidigheten av förhandling. Frågeställningarna som besvaras är 1) Hur upplever kvinnorna i studien förhandlingar präglade av traditionellt maskulina normer? 2) Vilka aspekter av förhandling prioriterar kvinnorna i studien? 3) Vilka utmaningar upplever kvinnorna i studien inom förhandling?. Metoden som används är Interpretative phenomenological analysis (IPA) då studien ämnar att utforska deltagarnas upplevelser. Sju semistrukturerade intervjuer genomfördes med kvinnliga chefer som har erfarenhet av förhandling. Bearbetningen av transkriptionerna ledde till tre huvudteman: “Självbild och osäkerhet i förhandlingsrollen”, “Relationellt fokus och förhandlingsstil” samt “Könsnormer och stereotypa föreställningar om förhandling”. Vardera huvudtema mynnade sedan ut i tre underteman, sammanlagt nio stycken. Resultatet av studien visade att samtliga respondenter är relationsorienterade men i olika stor omfattning, och att majoriteten av respondenterna värdesätter kommunala drag hos en förhandlare högre än agentiska. Samtliga respondenter beskrev att de eftersträvar förhandlingsutfall som är “win-win” istället för “win-lose”. Studien visade också att majoriteten av kvinnorna har upplevt stereotypisering, särbehandling och aspekter som har försvårat förhandlingssammanhang, men i vilken utsträckning varierade kraftigt. Vissa av kvinnorna i studien beskrev att de upplever rollen som förhandlare som mer förenlig med rollen som man, och att kvinnor därmed har sämre grundförutsättningar. Flera kvinnor uppvisade ett obehag kring att förhandla och lyfta sig själv. Vidare forskning som fokuserar på den manliga upplevelsen av förhandling vore värdefullt för att kunna identifiera möjliga skillnader mellan könen. (Less)
- Abstract
- This study aimed to investigate how seven female managers experience the double sidedness of negotiation. The research questions are 1) How do the women in the study experience negotiations characterized by traditionally masculine norms? 2) What aspects of negotiation do the women in the study prioritize? 3) What challenges do the women in the study experience in negotiations? The method used is Interpretative phenomenological analysis (IPA) as the study aims to explore the participants' experiences. Seven semi-structured interviews were conducted with female managers who have experience of negotiation. The analysis of the transcriptions led to three main themes: “Self-image and insecurity in the negotiation role”, “Relational focus and... (More)
- This study aimed to investigate how seven female managers experience the double sidedness of negotiation. The research questions are 1) How do the women in the study experience negotiations characterized by traditionally masculine norms? 2) What aspects of negotiation do the women in the study prioritize? 3) What challenges do the women in the study experience in negotiations? The method used is Interpretative phenomenological analysis (IPA) as the study aims to explore the participants' experiences. Seven semi-structured interviews were conducted with female managers who have experience of negotiation. The analysis of the transcriptions led to three main themes: “Self-image and insecurity in the negotiation role”, “Relational focus and negotiation style” and “Gender norms and stereotypical beliefs about negotiation”. Each main theme resulted in three sub-themes, nine in total. The results showed that all respondents are relationship-oriented but to varying degrees. The majority of respondents value communal traits in a negotiator more than agentic ones. All respondents described a strive for negotiation outcomes that are “win-win” instead of “win-lose”. The study also showed that the majority of the women have experienced stereotyping, differential treatment and aspects that have made negotiation contexts more difficult, but to what extent varied. Some of the women described that they experience the negotiator role as more compatible with the male gender role, and that women therefore have worse fundamental conditions. Several women showed discomfort around negotiating and promoting themselves. Further research that focuses on the male experience of negotiation would be valuable to identify possible differences between the sexes. (Less)
Please use this url to cite or link to this publication:
http://lup.lub.lu.se/student-papers/record/9192787
- author
- Nordsjö, Isabelle LU and Malmborg, Sandra LU
- supervisor
- organization
- course
- PSYK12 20251
- year
- 2025
- type
- M2 - Bachelor Degree
- subject
- keywords
- negotiation, communal, agentic, gender roles, IPA, förhandling, kommunal, agentisk, könsroller
- language
- Swedish
- id
- 9192787
- date added to LUP
- 2025-06-12 08:22:04
- date last changed
- 2025-06-12 08:22:04
@misc{9192787,
abstract = {{This study aimed to investigate how seven female managers experience the double sidedness of negotiation. The research questions are 1) How do the women in the study experience negotiations characterized by traditionally masculine norms? 2) What aspects of negotiation do the women in the study prioritize? 3) What challenges do the women in the study experience in negotiations? The method used is Interpretative phenomenological analysis (IPA) as the study aims to explore the participants' experiences. Seven semi-structured interviews were conducted with female managers who have experience of negotiation. The analysis of the transcriptions led to three main themes: “Self-image and insecurity in the negotiation role”, “Relational focus and negotiation style” and “Gender norms and stereotypical beliefs about negotiation”. Each main theme resulted in three sub-themes, nine in total. The results showed that all respondents are relationship-oriented but to varying degrees. The majority of respondents value communal traits in a negotiator more than agentic ones. All respondents described a strive for negotiation outcomes that are “win-win” instead of “win-lose”. The study also showed that the majority of the women have experienced stereotyping, differential treatment and aspects that have made negotiation contexts more difficult, but to what extent varied. Some of the women described that they experience the negotiator role as more compatible with the male gender role, and that women therefore have worse fundamental conditions. Several women showed discomfort around negotiating and promoting themselves. Further research that focuses on the male experience of negotiation would be valuable to identify possible differences between the sexes.}},
author = {{Nordsjö, Isabelle and Malmborg, Sandra}},
language = {{swe}},
note = {{Student Paper}},
title = {{Är förhandlingsbordet gjort av glas? - En kvalitativ studie om hur kvinnliga chefer upplever dubbelsidigheten av förhandling}},
year = {{2025}},
}