OFFSTONE JAN EDITION 2025

54 “ BOLEHLAH KURANG DIK!” WOMEN AND NEGOTIATION FROM THE PERSPECTIVE OF COMMUNICATION PSYCHOLOGY By: Assoc. Prof. Dr. Norhayati Rafida Abdul Rahim norhayati@usim.edu.my The author is an Associate Professor at the Faculty of Leadership and Management, Universiti Sains Islam Malaysia (USIM). She began her career at USIM in 2002. She obtained a Doctor of Philosophy degree in Negotiation from Universiti Putra Malaysia in 2016. ABSTRACT Recent studies challenge the stereotype that women are less effective negotiators. In Asia, limited communication skills and digital access hinder women's business negotiations. Women’s collaborative and relationship-focused strategies often lead to successful outcomes, despite making less assertive initial offers. Introduction Negotiation is a critical skill in various economic activities, including buying and selling. Women, as active participants in these activities, demonstrate unique negotiation styles and outcomes influenced by sociocultural, psychological, and economic factors. This discussion explores the dynamics of women in negotiation within buy-and-sell activities, highlighting their approaches, challenges, and strategies for effective negotiation. In Islam, negotiation is regarded as an essential skill that contributes to personal and social development among women. Women’s Negotiation Styles in Buy-and-Sell Activities Studies suggest that women often employ collaborative and relationship-oriented negotiation styles, whereas men tend to adopt more competitive strategies. This aligns with