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Probing in a controlled experiment how gender interacts with small talk, as the study for the AOM meeting does, throws new light on the subject. Mislin: "It isn't as if women ought to shun small talk: nothing we found suggests that it does any harm, and maybe women just have to do it better than men.For men, the principal message of this study is clear: you've got more to gain from a small investment in chit-chat than you may realize."What accounts for the gender variance that emerges from the new research?

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Men benefited from using small talk by receiving more favorable final offers when they engaged in small talk than when they did not."Collaborating on the study were Alexandra A. Shaughnessy of Ludwig-Maximilians-Universität, and Tanja Hentschel and Claudia Peus of Technische Universität München.

The findings may come as a bit of a surprise to some students of business behavior, because earlier research has found small talk to be a plus for negotiators in general -- a means of conveying an impression of benevolence, trustworthiness, and cooperativeness and of minimizing the likelihood of an impasse.

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