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:



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].


read more "Angry Faces Win Negotiations"

Serena Williams: Tennis Champion & Master Negotiator?

How well does the information shared in negotiation books, blogs, and articles really work in the 'real world'?

We read so much about expanding pies, looking for joint-gains, the value of preparing, reducing the adversarial nature of the interaction, and working towards a (yep, here comes the cliche) win-win.

It's easy to think that in the fictional world of writing, the authors talk about previous real mediation or negotiation settings and tweak a thing here, modify a thing there, and bam- the impression is everything works and they are the masterful conflict resolution professional displaying the tools really work.  
Venus and Serena Williams- tennis and
negotiation champions.

Well, have a look at this snippet from the New York Times (thanks to recent ACRGNY awardee and all-around conflict resolution icon Carol Liebman for sharing it with me) on how Serena Williams brilliantly used her power, planned approach, and understanding of the 'opponent' to succeed.  No, I'm not talking about a win on the tennis court but rather one at the negotiation table.  

Williams praised what she called the progress the tournament had made in player amenities and prize money before asking for a more even distribution of men’s and women’s matches.
“The tone of the conversation wasn’t really, ‘Oh, you didn’t do this and that,’ ” Williams said. “It was: ‘Thank you for all the things you’ve done, and you’ve been so wonderful about listening to the players — both men and women — that we’d like to voice our concern on this arena.’ ”
She added: “I think the situation has to be win-win for everyone. No one likes to be pushed around, whether it’s a group or a person. I think if everyone can find a way that makes sense, then it’s a win-win.”

The negotiation (which included her sister Venus as well) was regarding gender equality with playing time on the main courts at Wimbledon.   

Read the rest here and see how these skills really do work.
read more "Serena Williams: Tennis Champion & Master Negotiator?"

What I Learned About Social Leadership & Listening From a Hostage Negotiator

In her latest diary entry, Eugenie explains what charity leaders can learn from hostage negotiators

(From The Guardian)- As social leaders, we ask a lot of questions. What can I do to help? What do people need? What's my place in the world? But, what I've learned recently is: we should be asking far fewer questions.
As part of the Clore Social Leadership Programme that I'm on, we get training opportunities that we might not otherwise either know about or afford.
I got it into my head that I wanted to do some unusual training with unusual leaders and tracked down former hostage negotiator Dick Mullender. I confess, I was sold on the name alone and arranged a workshop on the art of listening and negotiation.
Dick Mullender
It was some of the best training I've been on. Mullender straight off challenged us on what we think it really means to listen…

Read more from The Guardian [HERE]. 
read more "What I Learned About Social Leadership & Listening From a Hostage Negotiator"

Research on First Impressions & Tone of Voice

In a follow-up to my previous post on how important a negotiator's tone of voice is (Quick Tip: Hostage Negotiator's Tone of Voice), I came across this:

How To Make The Perfect First Impression (According To Science)

The tone and tenor of your voice also plays a significant role in determining what kind of first impression you make on others. A Scottish study found that participants overwhelmingly agreed, based on hearing a subject's voice, on a number of personality judgements, including trustworthiness, aggressiveness, and warmth. 
“[Psychologists] have confirmed that people do make snap judgments when they hear someone’s voice,” Drew Rendall, a psychologist at the University of Lethbridge, told Science Mag. “And the judgments are made on very slim evidence.”
Research studies demonstrate how important first impressions are and it's one of the reasons a main component of PhD explores this with mediators.  
Additionally, I am doing another study with law enforcement hostage negotiators and how they do their introduction (hint: the training manual suggestions are not consistent).
Read the full article at Huffington Post here.
read more "Research on First Impressions & Tone of Voice"

The Real Bergdahl Error


I came across this article talking about the recent negotiation involving Sgt. Bergdahl and crisis / hostage negotiation in general and I thought everyone would find of interest.
From the article:
Truth was the hostage negotiator’s sidearm. Hostage negotiators did not promise what they could not deliver if there was a chance that the terrorists would capitulate. NYPD Detective Captain, Frank Bolz, arguably the best hostage negotiator of his time, said, success is when everyone -- including the terrorist -- walks out alive. 
Why was truth so important?
Read the full article by Abraham H. Miller at AmericanThinker.com [HERE]. 
read more "The Real Bergdahl Error"

Popular Posts