![]() ![]() Not only did small talk increase positive perceptions of male negotiators, but participants also indicated that they were more interested in working with the chit-chatters in the future.įemale negotiators did not receive such a boost. Male negotiators who engaged in small talk before the negotiation were viewed more positively overall-more likable, cooperative, and trustworthy-than men who got straight to business. Half of these scenarios included an additional six lines of small talk in the text one party asked the other where they were from before noting the cold weather they were having.Īfter reading the transcript, the students rated how likeable, cooperative, and trustworthy they found the negotiator. In one set of online studies, 244 working adults read a transcript of a scenario with either a male or female negotiation counterpart. “Female negotiators who small talk, in contrast, have aligned their behavior with female gender roles and communal expectations and are therefore unlikely to receive a social boost from small talk,” the researchers write. Because this same behavior isn’t necessarily expected for men, particularly in business settings, they may end up earning extra social capital. ![]() Women are often expected to behave in ways that are communicative and cooperative, such as engaging in small talk. “Specifically, for male negotiators, engaging in small talk consistently enhanced perceptions of liking, cooperativeness, and relationship satisfaction.”Īlthough prior research has linked small talk in negotiations to positive outcomes in general, the research team suspected that the benefits of small talk would not be equivalent for men and women. “The results of these studies strongly support the notion that men and women, in the same situation, engaging in the same behavior, result in distinct reactions due to the behavioral expectations associated with their gender,” writes Shaughnessy and colleagues. ![]() Psychological scientists Brooke Shaughnessy (Ludwig-Maximilians-Universität München), Alexandra Mislin (American University), and Tanja Hentschel (Technische Universität München) concluded that a bit of schmoozing can help men-but not women-walk away from a negotiation with a better deal, as well as better long-term business relationships.
0 Comments
Leave a Reply. |