Angry Faces Win Negotiations

A recent study caught my attention as it deals with two of my favorite topics- negotiation and nonverbal communication. Previous research has connected the two with respect to:

The importance of small talk & rapport

Overall impact of nonverbal communication

Slowing things down

Getting a baseline of nonverbal behaviors

The impact of warm drinks and hard chairs

The impact of a negotiator’s tone of voice

Sharing a meal shares gains

The ideal environment for a negotiation according to trainers

This current study, conducted at Harvard, connects when negotiator makes an angry facial expression with greater gains.

From redorbit:

Research has found that facial expressions can convey more information than verbal communication alone and a new Harvard University study has found that an angry glare can add effectiveness to a negotiator’s demands.

Published in Psychological Science, the study found that an angry glare adds additional gravity to a negotiator’s threat to walk away from the talks. The researchers also saw that the glared-at party tended to offer more money than they otherwise would have.

The researchers said they went into their study with the theory that an angry expression would add credibility to a person’s demands – and make it more believable that they would walk away if their demands weren’t met.

Read more about the study and the findings [HERE].

                        author

Jeff Thompson

Jeff Thompson, Ph.D., is a professor at Lipscomb University, researcher, mediator, and trainer. He is also involved in crisis and hostage negotiation as well as a law enforcement detective. His research includes law enforcement crisis and hostage negotiation in terrorist incidents. He received his doctorate from Griffith University Law School… MORE >

Featured Mediators

ad
View all

Read these next

Category

Menkel-Meadow, Carrie: Evolution of Negotiation in Our Culture – Video

Carrie Menkel-Meadow discusses her theory about the development of a cultural mindset about negotiation and how the larger culture takes its cues from political leaders.

By Carrie J. Menkel-Meadow
Category

Finding Purpose In Your Practice

Today I changed my intake sheet. I just had to do it. My practice is constantly evolving. Although I am a practicing member of the Florida Bar, I most enjoy...

By Brooke Goldfarb
Category

Arbitration Now: Opportunities for Fairness, Process Renewal and Invigoration

Review by: The Aternative Newsletter Editor, Robert Kirkman Collins Published by: (American Bar Association Section of Dispute Resolution, 1999; ISBN 1-57073-734-7, 273 pp.)This volume is a collection of essays emerging...

By Robert Kirkman Collins

Find a Mediator

X
X
X