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.
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