If you’re in a negotiation that isn’t going your way, putting on your angry face may help matters.
If you’re in a negotiation that isn’t going your way, putting on your angry face may help matters.
That’s according to a recent study in which researchers put nearly 900 people in a bargaining scenario.
"People are more likely to give in to an unfair demand when someone gives them a threating look. For example, if you ask me for something with that look, I will surrender and give you whatever you ask." [NBC]
They were told if they could agree with the other party on how to divvy up a dollar, they’d both walk away with the money.
If they were unsuccessful in reaching a mutually acceptable solution, neither would receive anything.
Before initial offers were made, the participants were shown a video clip of the person they’d be dealing with.
It was always the same actress, but in some she was neutral and in others she was visibly angry and made it clear she was willing to walk away.
Those faced with the irate version were more apt to cut deals that favored the actress.
Said one of the researchers, “Our facial expressions are relatively more difficult to control than our words. In this way, facial expressions can carry the weight of our words.”
