Tag Archives: Laura Kray

“Feminine Charm” as Negotiation Tactic

Charlotte Brontë

Charlotte Brontë

 

Jane Austen

Jane Austen

“Feminine charm” was one of the few available negotiation tactics for women in past decades, portrayed in novels by Charlotte Brontë, Jane Austen, and George Eliot.

Former United States Secretary of State Madeleine Albright said that she used “charm” in negotiations with heads of state. This statement inspired University of California, Berkeley’s Laura Kray and Alex Van Zant with Connson Locke of London School of Economics to investigate “feminine charm” in negotiation situations.

Madeleine Albright

Madeleine Albright

 

Laura Kray

They found that “the aim of feminine charm is to make an interaction partner feel good as a way of gaining compliance.


They found that “charm” is characterized by:

  • Friendliness, or concern for the other person,
  • Flirtation, or concern for self and self-presentation.

Hannah Riley Bowles

They learned that “feminine charm” (friendliness plus flirtation) partially buffered the social penalties (“backlash”) against women’s efforts to negotiate, identified by Harvard’s Hannah Riley Bowles and her colleagues.

Linda Babcock

Women who were perceived as flirtatious achieved superior economic deals in negotiations compared with women who were seen as friendly.

This finding validates Carnegie Mellon’s Linda Babcock’s discovery that women achieve better negotiation outcomes when they combine power tactics with warmth.

Their findings expose “a financial risk associated with female friendliness:…the resulting division of resources may be unfavorable if she is perceived as ‘too nice’.”

-*How do you mitigate the “financial risk associated with female friendliness”?

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©Kathryn Welds

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

Claude Steele

Claude Steele

Stereotype threat occurs when stereotyped group members receive expectations of the group’s expected behavior.
Typically, stereotype threat reduces performance among stereotyped group members.

Joshua Aronson

Stanford’s Claude Steele and Joshua Aronson now of NYU, helped women and African American participants resist these stereotypes.
In these conditions, participants’ performance improved more than when the researchers activated a positive shared identity.

Anthony Greenwald

Stereotypes can be invoked by “implicit primes” even when people explicitly disavowed stereotypes, found University of Washington’s Anthony Greenwald and Mahzarin Banaji, then at Yale.
However, when volunteers focused on tasks, participants were less likely to render discriminatory decisions.

Laura Kray

Laura Kray

Women and men resisted stereotypic behavior in negotiations when stereotypes were elicited with explicit primes, reported University of California, Berkeley’s Laura Kray, Leigh Thompson of Northwestern, and Columbia’s Adam Galinsky.
Participants resisted gender stereotyped expectations when they activated a shared identity.

Gordon Moskowitz

Gordon Moskowitz

People can distance themselves from stereotypes with contrast primes, by providing examples that contradict a stereotype, noted Lehigh University’s Gordon B. Moskowitz and Ian W. Skurnik of University of Utah.

Ryan P. Brown

Ryan P. Brown

Men from majority groups can experience stereotype threat, explained University of Oklahoma’s Ryan P. Brown and Robert A. Josephs of University of Texas. 
Male participants performed less effectively after a positive male stereotype, 
“pressure to live up to the standard” was activated.

Robert A Josephs

Robert A Josephs

People can manage stereotype threat by explicitly mentioning the stereotype to activate stereotype resistance.
In addition, people can focus on a shared identity that transcends the stigmatized group identity, and can identifying examples that contradict the stereotype.

  • How do you manage stereotype threat for yourself and others?
  • How effective have you found activating stereotype reactance?

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©Kathryn Welds