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