If you're a guy, making a few comments about the weather before
you start a negotiation might result in a more favorable deal
than getting right down to business. But if you're a woman, not
so much.  According to a new report, small talk increases the
perception of cooperativeness and likability of a male
negotiator but has no effect for female negotiators.  The
reason, researchers say, is because of the persistence of long-
standing gender stereotypes. Going into a negotiation, men are
traditionally seen as aggressive and confrontational, while
women are traditionally seen as communal and more willing to
cooperate.  So when a man starts a deal with some lighthearted
banter and a smile, the other party may be surprised and more
likely to lower their guard. When a woman begins dealmaking in
the same way, she's seen as behaving according to expectations.
And if she skips the small talk, the other party barely notices.
In an online experiment, researchers worked with 176 paid
participants from across the U.S. On