BOB HOOVER of the Pittsburgh Post-Gazette was interviewing me when he remarked that after years of coaching boys' softball teams, he was now coaching girls and they were very different. I immediately whipped out my yellow pad and began interviewing him -- and discovered that his observations about how girls and boys play softball parallel mine about how women and men talk at work.

Hoover told me that boys' teams always had one or two stars whom the other boys treated with deference. So when he started coaching a girls' team, he began by looking for the leader. He couldn't find one. "The girls who are better athletes don't lord it over the others," he said. "You get the feeling that everyone's the same." When a girl got the ball, she didn't try to throw it all the way home as a strong-armed boy would; instead, she'd throw it to another team member, so they all became better catchers and throwers. He went on, "If a girl makes an error, she's not in the doghouse for a long time, as a boy would be."

"But wait," I interrupted. "I've heard that when girls make a mistake at sports, they often say 'I'm sorry,' whereas boys don't."

That's true, he said, but then the girl forgets it -- and so do her teammates. "For boys, sports is a performance art. They're concerned with how they look." When they make an error, they sulk because they've let their teammates down. Girls want to win, but if they lose, they're still all in it together -- so the mistake isn't as dreadful for the individual or the team.

What Hoover described in these youngsters were the seeds of behavior I have observed among women and men at work.

The girls who are the best athletes don't "lord it over" the others -- just the ethic I found among women in positions of authority. Women managers frequently told me they were good managers because they did not act in an authoritarian manner. They said they did not flaunt their power, or behave as though they were better than their subordinates. Similarly, linguist Elisabeth Kuhn found that women professors in her study informed students of course requirements as if they had magically appeared on the syllabus ("There are two papers. The first paper, ah, let's see, is due ... . It's back here {referring to the syllabus} at the beginning"), whereas the men professors made it clear that they had set the requirements ("I have two midterms and a final").

A woman manager might say to her secretary, "Could you do me a favor and type this letter right away?" knowing that her secretary is going to type the letter. But her male boss, on hearing this, might conclude she doesn't feel she deserves the authority she has, just as a boys' coach might think the star athlete doesn't realize how good he is if he doesn't expect his teammates to treat him with deference.

I was especially delighted by Hoover's observation that, although girls are more likely to say, "I'm sorry," they are actually far less sorry when they make a mistake than boys who don't say it, but are "in the doghouse" for a long time. This dramatizes the ritual nature of many women's apologies. How often is a woman who is "always apologizing" seen as weak and lacking in confidence? In fact, for many women, saying "I'm sorry" often doesn't mean "I apologize." It means "I'm sorry that happened."

Like many of the rituals common among women, it's a way of speaking that takes into account the other person's point of view. It can even be an automatic conversational smoother. For example, you left your pad in someone's office; you knock on the door and say, "Excuse me, I left my pad on your desk," and the person whose office it is might reply, "Oh, I'm sorry. Here it is." She knows it is not her fault that you left your pad on her desk; she's just letting you know it's okay.

Finally, I was intrigued by Hoover's remark that boys regard sports as "a performance art" and worry about "how they look." There, perhaps, is the rub, the key to why so many women feel they don't get credit for what they do. From childhood, many boys learn something that is very adaptive to the workplace: Raises and promotions are based on "performance" evaluations and these depend, in large measure, on how you appear in other people's eyes. In other words, you have to worry not only about getting your job done but also about getting credit for what you do.

Getting credit often depends on the way you talk. For example, a woman told me she was given a poor evaluation because her supervisor felt she knew less than her male peers. Her boss, it turned out, reached this conclusion because the woman asked more questions: She was seeking information without regard to how her queries would make her look.

The same principle applies to apologizing. Whereas some women seem to be taking undeserved blame by saying "I'm sorry," some men seem to evade deserved blame. I observed this when a man disconnected a conference call by accidentally elbowing the speaker-phone. When his secretary re-connected the call, I expected him to say, "I'm sorry; I knocked the phone by mistake." Instead he said, "Hey, what happened?! One minute you were there, the next minute you were gone!" Annoying as this might be, there are certainly instances in which people improve their fortunes by covering up mistakes.

If Hoover's observations about girls' and boys' athletic styles are fascinating, it is even more revealing to see actual transcripts of children at play and how they mirror the adult workplace. Amy Sheldon, a linguist at the University of Minnesota who studies children talking at play in a day care center, compared the conflicts of pre-school girls and boys. She found that boys who fought with one another tended to pursue their own goal. Girls tended to balance their own interests with those of the other girls through complex verbal negotiations.

Look how different the negotiations were:

Two boys fought over a toy telephone: Tony had it; Charlie wanted it. Tony was sitting on a foam chair with the base of the phone in his lap and the receiver lying beside him. Charlie picked up the receiver, and Tony protested, "No, that's my phone!" He grabbed the telephone cord and tried to pull the receiver away from Charlie, saying, "No, that -- uh, it's on MY couch. It's on MY couch, Charlie. It's on MY couch. It's on MY couch." It seems he had only one point to make, so he made it repeatedly as he used physical force to get the phone back.

Charlie ignored Tony and held onto the receiver. Tony then got off the couch, set the phone base on the floor and tried to keep possession of it by overturning the chair on top of it. Charlie managed to push the chair off, get the telephone and win the fight.

This might seem like a typical kids' fight until you compare it with a fight Sheldon videotaped among girls. Here the contested objects were toy medical instruments: Elaine had them; Arlene wanted them. But she didn't just grab for them; she argued her case. Elaine, in turn, balanced her own desire to keep them with Arlene's desire to get them. Elaine lost ground gradually, by compromising.

Arlene began not by grabbing but by asking and giving a reason: "Can I have that, that thing? I'm going to take my baby's temperature." Elaine was agreeable, but cautious: "You can use it -- you can use my temperature. Just make sure you can't use anything else unless you can ask." Arlene did just that; she asked for the toy syringe: "May I?" Elaine at first resisted, but gave a reason: "No, I'm gonna need to use the shot in a couple of minutes." Arlene reached for the syringe anyway, explaining in a "beseeching" tone, "But I -- I need this though."

Elaine capitulated, but again tried to set limits: "Okay, just use it once." She even gave Arlene permission to give "just a couple of shots."

Arlene then pressed her advantage, and became possessive of her property: "Now don't touch the baby until I get back, because it IS MY BABY! I'll check her ears, okay?" (Even when being demanding, she asked for agreement: "okay?")

Elaine tried to regain some rights through compromise: "Well, let's pretend it's another day, that we have to look in her ears together." Elaine also tried another approach that would give Arlene something she wanted: "I'll have to shot her after, after, after you listen -- after you look in her ears," suggested Elaine. Arlene, however, was adamant: "Now don't shot her at all!"

What happened next will sound familiar to anyone who has ever been a little girl or overheard one. Elaine could no longer abide Arlene's selfish behavior and applied the ultimate sanction: "Well, then, you can't come to my birthday!" Arlene uttered the predictable retort: "I don't want to come to your birthday!"

The boys and girls followed different rituals for fighting. Each boy went after what he wanted; they slugged it out; one won. But the girls enacted a complex negotiation, trying to get what they wanted while taking into account what the other wanted.

Here is an example of how women and men at work used comparable strategies.

Maureen and Harold, two managers at a medium-size company, were assigned to hire a human-resources coordinator for their division. Each favored a different candidate, and both felt strongly about their preferences. They traded arguments for some time, neither convincing the other. Then Harold said that hiring the candidate Maureen wanted would make him so uncomfortable that he would have to consider resigning. Maureen respected Harold. What's more, she liked him and considered him a friend. So she said what seemed to her the only thing she could say under the circumstances: "Well, I certainly don't want you to feel uncomfortable here. You're one of the pillars of the place." Harold's choice was hired.

What was crucial was not Maureen's and Harold's individual styles in isolation but how they played in concert with each other's style. Harold's threat to quit ensured his triumph -- when used with someone for whom it was a trump card. If he had been arguing with someone who regarded this threat as simply another move in the negotiation rather than a non-negotiable expression of deep feelings, the result might have been different. For example, had she said, "That's ridiculous; of course you're not going to quit!" or matched it ("Well, I'd be tempted to quit if we hired your guy"), the decision might well have gone the other way.

Like the girls at play, Maureen was balancing her perspective with those of her colleague and expected him to do the same. Harold was simply going for what he wanted and trusted Maureen to do likewise.

This is not to say that all women and all men, or all boys and girls, behave any one way. Many factors influence our styles, including regional and ethnic backgrounds, family experience and individual personality. But gender is a key factor, and understanding its influence can help clarify what happens when we talk.

Understanding the ritual nature of communication gives you the flexibility to consider different approaches if you're not happy with the reaction you're getting. Someone who tends to avoid expressing disagreement might learn to play "devil's advocate" without taking it as a personal attack. Someone who tends to avoid admitting fault might find it is effective to say "I'm sorry" -- that the loss of face is outweighed by a gain in credibility.

There is no one way of talking that will always work best. But understanding how conversational rituals work allows individuals to have more control over their own lives.

Deborah Tannen is professor of linguistics at Georgetown University. She is the author of "You Just Don't Understand" and, more recently, "Talking From 9 to 5," from which some material in this essay is drawn.