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Women: Want a Raise? Think Scary Thoughts


5/26/2010 6:47:04 PM

BNET -- What if you could trick yourself into becoming a better negotiator by summoning a particular emotion? A new study suggests that women who use fear to self-motivate may boost their earning power. The opposite effect was observed in frightened men — they negotiated marginally lower payments in the experiment, which is part of ongoing research by UCLA Anderson professors Heajung Jung and Maia Young, and University of Washington professor Christopher Bauman.

Read at BNET


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