Should We Chit Chat? Benefits of Small Talk for Male but not Female Negotiators

Abstract

While past research links the use of small talk in negotiations to positive outcomes (e.g. Morris et al., 2002), we posit that men and women may not receive the same benefits from using small talk in negotiations. We build on stereotype theories and hypothesize that male but not female negotiators who engage in small talk are perceived as more communal than when they do not engage in small talk. We further hypothesize that this leads to more positive negotiation outcomes for male negotiators, but not female negotiators, engaging in small talk (increased likeability, more relational satisfaction, and a higher economic outcome). We conducted an experiment with 176 U.S. residents. Our hypotheses were supported. The results indicate that small talk in negotiations leads to different outcomes depending on the gender of the negotiator. Theoretical and practical implications are discussed.