As reported in the August 1 New Zealand Herald Online, friendly, flirty women do better in negotiations with men than those who stick to business. Acting too flirty can also backfire, making a woman appear to be a pushover. And none of this affects negotiations with other women.
The study, published in Personality and Social Psychology Bulletin, examines several aspects of "feminine charm" mostly through the presentation of hypothetical scenarios and questionnaires. One experiment was summarized in NZHO:
In one experiment, researchers asked about 100 men and women to imagine they were selling a car worth about $1500 to a potential female buyer.
Half of the participants received a written description of a woman who flirted, looking the buyer up and down, leaning forward to touch the seller's arm, flattering and winking while asking for the best price.
The other half of those polled read an outline of a much more business-like transaction.
The investigators do not appear to have factored sexual preference of the participants into their data; study populations were small enough that such subgroup analysis would not have meaning.
As a middle-aged woman, I no longer pull off this act well; I suspect I would be punished for flirting, no matter how much skill I used.
Any women out there think that they get stuff because they flirt? Beyond drinks in bars…