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].


2 comments:

  1. That's actually really interesting that a mediator with an angry face is more likely to get stuff done! I thought that mediators were supposed to be the unbiased party. However, some conflicts can be longer than they need to be and a mediator can help things move along faster. http://jcohenmediation.com/business-commercial-mediation/

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  2. Perhaps the angry faced mediator can be perceived as the third party who is to guide those in conflict and to control the heated arguments.

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