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To flirt or not to flirt?: sexual power at the bargaining table

Kray, Laura J. and Locke, Connson C. (2008) To flirt or not to flirt?: sexual power at the bargaining table. Negotiation Journal, 24 (4). pp. 483-493. ISSN 0748-4526

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Abstract

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.

Item Type: Article
Official URL: http://www.wiley.com/bw/journal.asp?ref=0748-4526
Library of Congress subject classification: H Social Sciences > H Social Sciences (General)
Sets: Departments > Management
Rights: http://www.lse.ac.uk/library/usingTheLibrary/academicSupport/OA/depositYourResearch.aspx
Date Deposited: 28 Aug 2009 13:22
URL: http://eprints.lse.ac.uk/25036/

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