Feminine Features are a Drawback at the Bargaining Table—Even for Men
suggests that people with feminine facial features are offered less in
negotiations than those with more masculine ones, and are perceived as more cooperative.
feminine features—even men—are at a disadvantage at the bargaining table, finds
new research by Eric Gladstone, a PhD candidate at Johnson at Cornell
University, and Kathleen O’Connor, associate professor of management
and operations. The study was published online in July in the journal Organizational Behavior and Human
people choose negotiation counterparts, they prefer men and women with more
people select less-feminine faces, when selecting a negotiation agent
believe counterparts with more feminine features will be more cooperative
demand relative more form female-featured counterparts.
found people were systematically more aggressive to feminine-featured
faces," Gladstone told the Washington Post. "They were more aggressive in
their negotiations, they were more demanding, and they would send offers that
Bloomberg Businessweek also reported on the research.
earning his PhD in management and organizations at the Samuel Curtis Johnson
Graduate School of Management at Cornell University, and will complete is
degree in May 2015. His research articles have been published in Organizational Behavior and Human Decision
Processes, Psychological Science,
Journal of Mathematical Sociology,
and Best Paper Proceedings of the 2014
Academy of Management.