To Flirt or Not to Flirt?

Sexual Power at the Bargaining Table
Published in Negotiation Journal
Share on linkedin
LinkedIn
Share on twitter
Twitter
Share on email
Email
Share on print
Print
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.

ABSTRACT FROM JOURNAL ARTICLE

We begin by exploring the lay belief that women can use flirtation to their advantage in professional contexts and contrast it with trained negotiators’ negative views on flirtation. We then examine the impact of flirtation on negotiators’ impression formation. We explore whether a flirtatious style aids women in the trade‐off they often face between perceived likability and perceived competence. We discover both an upside and a downside to flirting at the bargaining table. Although flirtation appears to be positively related to women’s likability, negotiators who flirted were judged to be less authentic than those who refrained from exercising their sexual power.

explore more by connson

Making Your Voice Heard While Working From Home

We can all sense that communicating through video calls is not the same as meeting in person – but how different is it, what are the challenges, and how can we overcome them? Connson answers these questions by explaining the four channels of communication and providing some practical tips for making the most of those channels of communication on video calls.

Power vs Influence

Connson speaks at a Northbank Speakers Webinar about Power vs Influence.