02/08/2012

Does Flirtation Help Or Hurt A Woman Negotiating?

Does flirtation help or hurt a woman negotiating? According to new research, it helps – creating better economic outcomes for the female negotiators, if the flirtatiousness is perceived as above and beyond friendliness.

The study examined "feminine charm" in negotiations through four different experiments, looking at the balance between friendliness and flirtatiousness.


Flirtation as opposed to friendliness, the research found, signals self-interest and competitiveness. "Feminine Charm: An Experimental Analysis of its Costs and Benefits in Negotiations," was written by Laura Kray (kray[at]haas.berkeley.edu) and will appear in the Personality and Social Psychology Bulletin in October 2012.

(GK)

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