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Victoria Pynchon

As the co-founder of She Negotiates Consulting and Training, I offer my services as a keynote speaker, trainer and consultant....

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She Negotiates

She Negotiates

The 33 cent wage and income gap is unacceptable and unnecessary. So is the cliché glass ceiling. Bottom line, our...

It's Not Only Women Who Must Fight Negotiation Gender Bias

I have a confession to make. Men who are highly empathic, soft-spoken, and extremely agreeable make me nervous. I was given reason for this self-reflection today on reading the most recent bargaining post at Harvard’s Program on Negotiation blog.

According to the brainiacs who study these things, women who are able to read the emotional state of others and satisfy their behavioral expectations are more effective team leaders and better negotiators than either their empathy-deficient female or empathy-enabled male colleagues.

As the Harvard post notes, studies by B-School professors Francis Flynn and Daniel Ames, have demonstrated that women who were best able to read their work team’s emotions and alter their own behavior to please them, were rated as being more persuasive, better leaders and more efficient conflict resolvers than their stiff-necked peers.

In a second study, Flynn and Ames found that female people-pleasers not only “outperformed women who didn’t see themselves as especially adaptive” to other’s expectations, but also outperformed people-pleasing men.

Continue reading here.

Comments (1)

Read through and enter the discussion by using the form at the end
Sara - July 10, 2013 8:17 AM

Hi Victoria,

I would like to read the study that goes with your post. Would you be able to post a link to the study or where I could find it?

Thank you for your time.


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