A little charm does no harm

30 July 2012
Flirting during a negotiation can boost your chances of getting a better deal, according to academic research. A study carried out by academics at the University of California, Berkeley and the London School of Economics found flirtatious behaviour by women during a negotiation could improve success rates when doing a deal by up to a third. “We found that flirtation conveys assertiveness and power, from someone who is also concerned about satisfying their own interests,” said study author Laura Kray. "Feminine charm is a strategic behaviour aimed at making the person you are negotiating with feel good in order to get them to agree to your goals.” But the downside was the flirts were perceived to be less genuine. In addition, flirting had to be seen as something more than just friendliness, otherwise it would be viewed as a lack of intent to pursue competitive goals.
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