Flirting Works as Negotiation Tactic for Women: Study

powered by healthline

Average Ratings

It's not unprofessional if it remains playful and friendly, researcher says

TUESDAY, Oct. 30 (HealthDay News) -- Flirting can help women achieve what they want in negotiations, according to a new study.

"Women are uniquely confronted with a trade-off in terms of being perceived as strong versus warm. Using feminine charm in negotiation is a technique that combines both," study author Laura Kray, a professor at the Haas School of Business at the University of California, Berkeley, said in a school news release.

In a series of experiments with 100 participants, she and her colleagues found that flirting during negotiation was more effective for women than men, and that flirting could help women get men to reduce the price of a car.

Women acting as car sellers, however, were not moved to lower prices in response to a female buyer's flirting behavior.

The study was published in the October issue of the journal Personality and Social Psychology Bulletin.

Flirtation that achieves positive results does not involve overt sexual advances, Kray explained. Rather, successful flirting is authentic, engaging behavior without serious intent. The study found that men associate female flirtation with positive qualities such as confidence, which is considered essential to successful negotiators, she noted.

Flirting is not unprofessional if it remains playful and friendly, she said.

"The key is to flirt with your own natural personality in mind," Kray said. "Be authentic. Have fun. That will translate into confidence, which is a strong predictor of negotiation performance."

More information

The U.S. National Center for Biotechnology Information has more on negotiation tactics.


-- Robert Preidt
Copyright © 2012 HealthDay. All rights reserved.
Article from
Top of page
General Drug Tools
General Drug Tools view all tools
Tools for
Healthy Living
Tools for Healthy Living view all tools
Search Tools
Search Tools view all tools
Insurance Plan Tools
Insurance Plan Tools view all tools

What is a reference number?

When you register on this site, you are assigned a reference number. This number contains your profile information and helps UnitedHealthcare identify you when you come back to the site.

If you searched for a plan on this site in a previous session, you might already have a reference number. This number will contain any information you saved about plans and prescription drugs. To use that reference number, click on the "Change or view saved information" link below.

You can retrieve information from previous visits to this site, such as saved drug lists and Plan Selector information.