In contemporary society, decisions are often made by teams whose members represent different nationalities and genders. In the current work, participants from 55 countries formed groups of three to four people to select one of five firms in a mock firm search. In all groups, one woman was randomly assigned to have higher status than her groupmates; she was also surreptitiously instructed to persuade her group to select one (randomly-assigned) firm. We measured cardiac interbeat intervals for participants throughout the decision-making process to assess physiological linkage—the degree to which a “sender’s” physiological response predicts a “receiver’s” physiological response at a subsequent time interval. On average, high-status women were successful at persuasion. The physiological responses of successful high-status women were also predicted by the responses of their female groupmates: stronger linkage to female group members during the task was associated with success at persuading the group. Successful high-status women were also perceived as more persuasive than others in the group. This work shows that the link between status and successful persuasion generalizes to women among heterogeneous international teams. It also suggests that attention to others—often associated with physiological linkage—may be useful in persuading others during decision-making.

中文翻译：

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国际团队中成功的高地位女性之间的生理联系。

在当代社会中，决策通常是由成员代表不同国籍和性别的团队做出的。在当前的工作中，来自55个国家/地区的参与者组成了三到四人的小组，通过模拟公司搜索从五家公司中选择一家。在所有小组中，一名妇女被随机分配为具有比其同伴更高的地位；她还秘密地说服她的团队选择一家（随机分配的）公司。我们在整个决策过程中测量了参与者的心跳间隔，以评估生理联系，即在随后的时间间隔内，“发送者”的生理反应预测“接收者”的生理反应的程度。平均而言，地位高的女性在说服方面很成功。成功的高地位女性的生理反应也可以通过其女性同伴的反应来预测：在任务过程中与女性群体成员的更紧密联系与成功说服该群体有关。成功的高地位女性也被认为比该群体中的其他女性更有说服力。这项工作表明，地位与成功的说服力之间的联系普遍存在于异类国际团队中的女性身上。这也表明，对他人的关注（通常与生理联系有关）可能有助于在决策过程中说服他人。这项工作表明，地位与成功的说服力之间的联系普遍存在于异类国际团队中的女性身上。这也表明，对他人的关注（通常与生理联系有关）可能有助于在决策过程中说服他人。这项工作表明，地位与成功的说服力之间的联系普遍存在于异类国际团队中的女性身上。这也表明，对他人的关注（通常与生理联系有关）可能有助于在决策过程中说服他人。