A new study finds that for women in the workplace, a little flirting
could help you get ahead in your career. Researchers from the University of
California, Berkeley, found that when women flirt, people perceive them as
confident, which is considered essential to successful negotiations.
"Women are uniquely confronted with a trade-off in terms of being
perceived as strong versus warm," lead researcher Laura Kray said.
"Using feminine charm in negotiation is a technique that combines
both."
To determine whether women who flirt were more effective in negotiating
than men who flirt, researchers asked 100 heterosexual subjects to evaluate to
what extent they use social charm in negotiation on a scale of one to seven,
while in turn evaluating the effectiveness of their partner. The women who said
they used more social charm were rated more effective by their partners, while
men who said they used more social charm were not regarded as successful, noted
the findings.
In a second experiment, researchers asked subjects to imagine they were
selling a car valued at $1,200 to two female buyers. In reading the scenarios,
one group meets a buyer named Sue, who shakes hands when she meets the seller,
smiles, and says, "It's a pleasure to meet you." The second group is
introduced to her more playful counterpart, who smiles warmly, looks the seller
up and down, touches the seller's arm and says, "You're even more charming
than over email," followed by a wink.
The research found that male sellers were willing to give the more
flirtatious buyer more than $100 off the selling price, but they were less
willing to negotiate with the more serious one. Perhaps not surprisingly,
female sellers were not swayed by either of the two women buyers.
"The key is to flirt with your own natural personality in
mind," Kray advises. "Be authentic. Have fun. That will translate
into confidence, which is a strong predictor of negotiation performance."
The study, announced Wednesday, was published in the journal
Personality and Social Psychology.
In a separate study from the same team, Kray and her colleagues found
that flirting can help women get ahead, but their colleagues may not like them
for it and may rate them less authentic and genuine than non-flirting
colleagues.
Interestingly, a separate study from last year found that men who flirt
at work tend to be less satisfied with their jobs.
Feminine Charm: “An Experimental Analysis of its Costs and Benefits in
Negotiations.”
http://psp.sagepub.com/content/38/10/1343.abstract
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