Expressing Anger at Work: Power Tactic or Career-Limiting Strategy?

Organizational pressures can trigger expressions of anger. When women and men express anger at work, they receive different evaluations of status, competence, leadership effectiveness. Both male and female evaluators conferred lower status on angry female professionals, regardless of the actual occupational rank, reported Yale University’s Victoria Brescoll and Eric Luis Uhlmann, now of HEC Paris School […]

Women Who Express Anger Seen as Less Influential

Men who expressed anger were more likely to influence their peers, found Arizona State University’s Jessica Salerno and Liana Peter-Hagene of University of Illinois, in their study of computer-mediated mock jury proceedings. In contrast, women who expressed anger were seen as less influential, reinforcing trends reported in a previous blog post. More than 200 U.S. jury-eligible volunteers reviewed opening arguments […]

Plastic Surgery Changes Perceived Personality Traits

People often infer others’ personality attributes through visual observation, called facial profiling by Georgetown University Hospital’s Michael J. Reilly, Jaclyn A. Tomsic and Steven P. Davison, collaborating with Stephen J. Fernandez of MedStar Health Research Institute. This cognitive shortcut can lead to biased impressions and limited opportunities for those unfavorably judged. These researchers asked more than 24 raters to […]

Range Offers vs Point Offers in Negotiation for Advantageous Settlements

Many people hesitate to present a negotiation offer as a range of values, assuming that co-negotiators will anchor on the lower value in the range as a “reservation price.”  This is based on the power of first offers as negotiation anchors, demonstrated in research by University of Chicago’s Nicholas Epley and Thomas Gilovich of Cornell. Contrary […]

Activate Women’s, Minorities’ Stereotype Threat Reactance to Enhance Performance

Stereotype threat occurs when expectations of a group’s typical behavior are activated among group members, resulting in reduced scores on standardized test performance for women and African Americans. When Stanford’s Claude Steele and Joshua Aronson now of NYU, helped women and African Americans participants resist these stereotypes, participants’ performance improved more than when the researchers activated a […]

“Precise” Offers Provide Negotiation Advantage

Opening negotiation offers typically “anchor” the discussion and shape settlement values. Many people make opening offers in “round” numbers like $10 instead of “precise” numbers like $9. However, “round number offers” were less effective than “precise” offers in negotiations, found Columbia’s Malia Mason, Alice J. Lee, Elizabeth A. Wiley, and Daniel Ames. Negotiators can improve their outcomes […]

Women May Undermine Salary Negotiations with Excessive Gratitude

Full, candid self-disclosure can hamper outcomes for poker players and negotiators. This idea was confirmed in an experiment by Monash University’s Andreas Leibbrandt and John A. List of the University of Chicago, when women undermined their salary negotiations by revealing their gratitude for a salary that exceeded their expectations. Participants were women applying for administrative […]

Negotiation Drama: Strategic Umbrage, Line-Crossing Illusion, and Assertiveness Biases

Optimally matching assertiveness style to specific situations can determine success in negotiations, according to Columbia University’s Daniel Ames and Abbie Wazlawek. Earlier, Ames and Stanford’s Frank Flynn reported that moderate levels of assertiveness are associated with career advancement, and with effective negotiation and influence in conflict situations. They also found that observers provided consistent ratings […]

How Effective are Strategic Threats, Anger, and Unpredictability in Negotiations?

Most researchers conclude that negotiators who establish a collaborative atmosphere for a “win-win” solution achieve superior results. However, Marwan Sinaceur of  INSEAD and Stanford’s Larissa Tiedens investigated the potentially-risky tactic of employing strategic anger in negotiations, and found that anger expressions increase expressers’ advantage and “ability to claim value” when negotiation partners think they have […]

Implicit Discrimination Associated with Meritocratic Beliefs, Low Empathy

Americans more than other nationalities, embrace the idea of meritocracy – that rewards are distributed based on merit, a combination of ability + effort with success, described by University of London’s Michael Young with Sheri Kunovich of Southern Methodist University, and Ohio State’s Kazimierz M. Slomczynski. Microsoft’s CEO, Satya Nadella, made headlines when asked his advice […]