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Cleopatra, John W. Waterhouse, 1888 (Source: Wikimedia)

The Effect of Feminine Charm in Negotiations

Idea posted: February 2013
  • Leadership & Change
  • Learning & Behaviour
  • Operations

Can friendliness and flirtation help women in negotiations? Apparently so, according to this Idea, but only when balanced and when these behaviours do not undermine professional intent. By looking at the effects of each of these behaviours individually, as well as in combination, the key seems to lie in the perfect mix of friendliness and flirtation — otherwise known as feminine charm. 

Idea #090
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Andy Murray, 2012 Olympics Gold Medalist (Source: Wikimedia)

Understanding High-Stakes High-Performers

Idea posted: January 2013
  • Strategy
  • Leadership & Change
  • Learning & Behaviour

How leaders perform when the stakes are very high or when they confront unusually high pressure depends on similar ‘critical abilities’ to the tennis players. Using data from the US Open professional tennis tournament, ‘critical abilities under pressure’ are examined to demonstrate that - what we might also refer to as ‘courage under fire’ - has a major impact on a player’s career success. Applied to the world of business this research helps us understand how leaders are likely to perform when the stakes are very high.

Idea #033
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