Alison Fragale, a professor of organizational behavior and author of Likeable Badass, shares her insights on achieving professional success by blending assertiveness with warmth. She discusses how women can enhance their communication skills and effectively negotiate without compromising likability. Practical tips include crafting thoughtful emails and reconnecting with past contacts to build meaningful professional relationships. Alison emphasizes the power of genuine compliments and encourages reframing rejection in negotiation as a valuable learning experience.
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insights INSIGHT
Warmth vs. Assertiveness
Women are penalized for lack of warmth, not assertiveness.
Combine warmth and assertiveness to gain status and power.
question_answer ANECDOTE
Warmth Over Expertise
Amy Gallo shares her experience of prioritizing warmth over expertise in Korea.
This led to being talked over and ultimately feeling frustrated.
volunteer_activism ADVICE
Status and Choice
Recognize that status exists and influences interactions.
Make conscious choices about warmth and assertiveness.
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In this book, behavioral scientist Alison Fragale provides powerful insights and practical advice on how women can overcome the tradeoff between likeability and competence in the workplace. She delves into the science behind gender bias and stereotypes, and offers evidence-based strategies to increase status, power, and influence. The book combines rigorous research with actionable advice and impactful stories from a diverse array of women, helping readers cultivate perceptions of warmth and assertiveness to achieve a fulfilling career path.
When you’ve gone after something you want, like a promotion or less boring work, did you follow the typical advice to lean hard into your confident, forceful side? When you’re interacting with people at work, how often do you find yourself deflecting praise, downplaying your accomplishments, or responding “busy!” when someone asks how you’re doing? We often make a tradeoff between being likable and being strong, but is it possible to be both assertive and warm?
Alison Fragale, a professor of organizational behavior, says yes. She argues that women can—and should—embrace warmth and assertiveness to build respect, elevate their status, and gain power. Alison shares practical ways to show up as strong and personable and offers advice on how to approach negotiations, networking, and other everyday interactions, including your out-of-office message.
Guest:
Alison Fragale is a professor of organizational behavior at the University of North Carolina’s business school. She’s the author of the book Likeable Badass: How Women Get the Success They Deserve.
Women at Work 