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.
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].
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