Is Flirtation an Effective Negotiation Tactic?

Published in London School of Economics
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Connson describes her research published in Personality and Social Psychology Bulletin with co-authors Laura Kray and Alex Van Zant.

The research examined flirtation (or “feminine charm”) as a negotiation technique and discovered it is not always an effective strategy. The authors find that, in their studies, flirtation only worked for women, and only worked when those women were perceived as being flirtatious and not merely friendly.

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