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
Getting a baseline of nonverbal behaviors
The impact of warm drinks and hard chairs
The impact of a negotiator’s tone of voice
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.
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].
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