But is it fair?

A team of Princeton researchers hooked up players to functional MRI machines and had them play the "ultimatum game" in which two people are asked to split a sum of money. The rules: One player gets to make the split, and the second player gets to accept or reject the split. If the second player rejects the split, neither player gets any money.

Rationally, the first player should realize her advantage and offer a lopsided split in her favor. The second player should then accept the uneven split, because any amount of money is better than nothing.

But this rarely ever happens.

While the fairness of the split shouldn’t logically affect the second player’s decision, it nearly always does. If offered a lopsided split, the second player rejects the deal, and both players walk away empty-handed. That is why most people end up offering a fifty-fifty split to the second player.

The functional MRI machine showed why people react in this way. When players are offered an unfair split, a primal part of their brains known as the anterior insula sends out a signal of disgust and anger. It doesn’t matter one little bit that rejecting the split—regardless of how unfair—is an irrational financial decision. It feels right.

This is only one example of where emotion trumps logic. And hard-wired human reactions don’t disengage just because people enter a workplace. Keep this in mind the next time you try communicate a "we've-got-to-do-more-with-less" message when the folks at the top are still perceived to get all the perks.

Carol Kinsey Goman, Ph.D., is an executive coach, author, consultant and keynote speaker who addresses association, government, and business audiences around the world. For more information, contact Carol by phone: 510-526-1727, email: CGoman@CKG.com, or through her website: http://www.CKG.com.

It's a new year and I have a new program topic. Below is the overview... I'd love to hear from you if know of any organizations who might be looking for this kind of program.

BODY LANGUAGE FOR WOMEN WHO MEAN BUSINESS
Carol Kinsey Goman, Ph.D.

o Are you aware that within your first seven seconds of meeting people, they have already decided if you are competent, confident and trustworthy?
o Did you know that when your body language is out of alignment with your verbal message, people believe what they see--not what you say?
o Did you know that the way you sit, stand or look at others reveals volumes about your true intent?
o Did you know that your business colleagues are constantly telling you what they think and feel, but it often has nothing to do with the words they use?

Body language cues are especially important for women in the workplace, and they differ markedly from those of a man. Women are better than men at reading nonverbal signals, but women are less aware of how to present themselves in ways that optimize their credibility, confidence and power.

Carol Kinsey Goman, accomplished author, personal business coach, and keynote speaker can show your audience how to take this mostly unconscious process and turn it into a compelling communication skill.

o How to read other people's bodies from head to toes
o The ways women give away their power - without saying a word
o Why a certain kind of eye contact can get you into trouble
o Why head tilts and nods send the wrong message
o Seven powerful mannerisms that lead to positive first impressions
o How coupling a single touch with a single word can make you unforgettable
o What happens to your credibility when you smile at the wrong time

Carol Kinsey Goman, Ph.D., is the author of THE NONVERBAL ADVANTAGE-Secrets and Science of Body Language at Work. She addresses association, government and business audiences around the world. Contact Carol by phone: 510-526-1727; e-mail: CGoman@CKG.com, or view a video clip on her website: www.NonVerbalAdvantage.com.