The new book by Connson CHOU Locke

Tag: Negotiation

Feminine Charm

In this research article, published in Personality and Social Psychology Bulletin and written with Laura Kray and Alex Van Zant, Connson and her co-authors studied the effectiveness of flirtation as a negotiation technique.

Read More »

In the Words of Larry Summers

In this book chapter, written with Laura Kray and Michael Haselhuhn, Connson and her co-authors explored the effect of gender stereotypes on negotiation ability. They found that negative stereotypes can sometimes boost performance in the stereotyped group, especially when negotiators believed that negotiation skills can be learned.

Read More »

To Flirt or Not to Flirt?

In this research article, published in Harvard’s Negotiation Journal and written with Laura Kray, Connson and her co-author examined negotiators’ beliefs about flirtation and the effects of flirtation on impression formation. Women who flirted in a negotiation were deemed more likable – but were also judged to be less authentic.

Read More »