哈佛商业评论

在一个虚拟的研究场景中，如果男性销售人员在与受试者进行价格协商前先友善地闲聊一会儿，后者就愿意为购买一片地支付6%的溢价，这表明，与男性对象在谈判前闲聊能够更好地促成协商。而对于女性来说，闲聊不会带来任何效果，也不会形成损害。研究人员表示，喜欢没话找话的男性或许更容易在沉默寡言的男性面前取得商业益处。该项研究由位于德国的Ludwig-Maximilians-Universität大学的Brooke Shaughnessy牵头。（康欣叶/编译）

The Benefits of Male Small-Talk

In a hypothetical scenario, research participants were willing to pay 6% more for a parcel of land if the male seller engaged in friendly small-talk before negotiating the deal, demonstrating that men benefit from striking up casual conversation before negotiations, says a team led by Brooke Shaughnessy of Ludwig-Maximilians-Universität in Germany. For women, chitchat provides no such effect, though it does no harm. Chitchatting men may benefit from countering male stereotypes of reticence, the researchers suggest.