A new study published in Psychological Science has revealed that an angry expression is enough to make a threat more credible - even without a person demonstrating actual aggression. Lead author Lawrence Ian Reed, Steven Pinker (Harvard University) and Peter DeScioli (Stony Brook University) carried out research involving 870 participants online. The study can be found here They were told they would be playing a negotiation game as proposers, while interacting with video clips of responders and would be asked to split a sum of money. If the responder accepted the split, both parties would receive the sum, but neither would receive any if the split was rejected. However, before making the offers, the proposers were shown a video in which the responder made a demand for either 50 per cent or 70 per cent of the proceeds while pulling either an angry or a neutral expression. It was found that the proposers offered more money when the responder looked angry - but only when they demanded 70 per cent of the takings. Reed said the findings suggest our expressions are enough to carry the weight of our words. The idea that bargaining offers are mediated in part by emotions and motivations speaks towards the importance of emotions and their expression in any bargaining situation, he added.
Posted on: Sat, 14 Jun 2014 08:54:57 +0000
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