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Is flirtation an effective negotiation tactic?

Locke, Connson C. (2016) Is flirtation an effective negotiation tactic? Management with Impact (28 Mar 2016). Blog Entry.

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When I teach negotiation skills, my students and I explore a variety of strategies for reaching agreement, but we almost never mention flirtation. This may be because there is very little research on flirtation as a negotiation tactic – but it may also be because, as we found in one of our surveys, negotiation students do not consider flirtation to be an effective strategy. Nonetheless, flirtation is often alluded to in popular culture, particularly when men talk about female negotiators, so my co-authors and I felt it was worth investigating.

Item Type: Online resource (Blog Entry)
Official URL:
Additional Information: © 2016 The Author(s) CC BY-NC 3.0; Online
Divisions: Management
Subjects: H Social Sciences > H Social Sciences (General)
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
H Social Sciences > HQ The family. Marriage. Woman
Sets: Departments > Management
Collections > LSE Management with Impact Blog
Date Deposited: 12 Jul 2017 12:22
Last Modified: 20 Feb 2019 17:25

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