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A broad-faced man like Jack Nicholson, Jimmy Carter or Leonardo DiCaprio will have an advantage at the negotiating table, but it will also hurt if compromise is needed.

These are two findings of a new study in Leadership Quarterly journal this month, which aims to understand the influence of men's wide face (the width of the face divided by the height of the upper face) on negotiation performance.

"These studies show that men with wide faces can be a blessing or a curse, and it may be important to realize this for future business success," said Michael P. Hasselhuhn, an assistant professor of management at the University of California, Riverside and a co-author of the study.

This work is based on the early findings of Hasselhuhn and his co-authors, Elaine M. Wang, also from the University of California, Riverside, and Margaret E. Ormiston of London Business School, who compared men with wide faces with men with narrow faces. Previous studies have found that men with wide faces have higher testosterone levels and are therefore more energetic. For example, wide-faced hockey players spend more time at the free throw line. They are also more successful financially and have a better chance of getting a second date.

Three researchers have proved that companies with a wider male CEO's face-think michael dell of Dell or Herb kelleher of Southwest Airlines-will achieve better financial performance. During the negotiation, Haselhun and Wong also found that men with wider faces show greater egoism and cheat others, and are more likely to cheat others in order to increase their own economic interests.

"The first paper we did focused on ethics and negotiation," Haselhuhn said. "These people are very aggressive physically, but you can't walk into the conference room and let a person stand against the wall."

He continued: "How does aggressiveness manifest itself in the enterprise environment? Social attacks are lying and cheating. In fact, we found that men with wide faces are more likely to lie in negotiations. This paper is a logical extension of that paper. Being aggressive in negotiation is not necessarily immoral. Maybe you're just too persistent. You are focusing on your own self-interest. "

In the first experiment, the researchers set up a scene in which a group of male undergraduates were told that they had found a job and now they had to negotiate the signing bonus. People with wide faces get 2200 dollars more than people with narrow faces.

Similarly, in another scene, the researchers found that when male MBA students with wider faces sell a chemical plant, they negotiate higher prices than men with narrower faces. When the same wide-faced men play the role of buyers, they negotiate lower prices than narrow-faced men.

But for men with wide faces, this is not all good news. In the third experiment, male MBA students were asked to come up with a "creative solution" to negotiate the disagreement over selling gas stations. This problem, known as Texoil negotiation exercise, means that the minimum amount that the gas station owner can accept is greater than the maximum amount that the buyer has the right to spend.

This time, Hasselhuhn said, men with wide faces "are less able to share information and cooperate in finding ways to bridge the gap".

Nicholas Rule is the principal researcher in the Social Perception and Cognition Laboratory of the Department of Psychology, University of Toronto. He was not involved in this research, but he was interested in this discovery.

"What is particularly exciting about this work is that they are studying the influence of facial aspect ratio in live interaction," said Rule, an expert who studies the relationship between nonverbal behavior and leadership success. "Men are more aggressive in negotiations and often do better, but they may see the trees but not the forest."

No women participated in the study. They said that the researchers focused on men, because previous studies showed that the ratio of face width to height was "particularly important" in the interaction between men and men. It cannot "predict any changes in women's behavior or psychological results."

Hasselhuhn said that he hoped these findings would further help business leaders who intuitively think that men with wide faces are more selfish, tough and competitive. Therefore, they usually avoid disputes with wide-faced executives.

"When you negotiate with others, you want to know as much as possible about how we should prepare, so that we can predict how the negotiation will proceed," he said. "This is a signal."

Hasselhuhn said that if men with wide faces knew that they would be considered aggressive, this discovery could also make them change their strategies.

He said, "Men should consider what the other person will think of them." "If I have a Zhang Kuan face and another person wants me to be more competitive, because men with wide faces are usually like this, I really want to build a relationship, and I know I'd better start negotiations with extra care to build trust."

What if a man has someone like Jack? Nicholson, Jimmy? Carter and Leonardo? A broad-faced person like DiCaprio will have an advantage at the negotiating table, but if concessions are needed in the negotiation, a broad-faced person may also become trouble.

These are two results of a study conducted by Leadership Quarterly this month, which aims to understand the influence of men's face width (the ratio of face width to height) on negotiation performance.

Michael P. Haselhuhn, an assistant professor of management at the University of California, Riverside, is a co-author of this study. He said, "These studies show that a man with a wide face is a double-edged sword, and realizing this may be of great significance to the success of future business."

This research is based on previous research results. Hathaway's co-author, Elaine M? Elaine M. Wang is also a professor at the University of California, Riverside. They collaborated with Margaret E. Ormiston of London Business School to conduct a study, comparing people with wide faces and narrow faces. Studies have found that men with wide faces have higher testosterone levels and are therefore more powerful. For example, wide-faced hockey players spend more time in the penalty area of foul players. Wide-faced men are also more successful financially and have a higher chance of getting a second date in love.

The research results of these three researchers show that CEOs with wider faces, such as Michael of Dell? Michael Dell and herb from Southwest Airlines? Herb kelleher- Both companies have achieved excellent financial performance. Hathaway and Elaine? Huang also found that in negotiation, men with wide faces are more selfish, better at deceiving others and more likely to cheat in order to get more economic benefits.

Hasselhorn said: "Our first paper mainly studied ethics and negotiation. Men with wide faces are usually very aggressive, but you can't walk into the conference room to measure everyone's aspect ratio. "

He went on to say: "In what way will the enterprising spirit be manifested in the enterprise environment? Social attacks are characterized by lying and cheating. In fact, we found that men with wide faces are more likely to lie in negotiations. This paper is a logical extension of this theory. Strong negotiation is not necessarily immoral. Maybe it's just because you are stubborn and only pay attention to your own interests. "

In the first experiment, the researchers set up a scene for a group of male college students, telling them that they have got a job and now they need to negotiate a signing bonus. Those students with wide faces got 2200 more signing bonus than those with narrow faces.

In addition, in another scenario, the researchers asked a group of MBA students to sell a chemical plant. The researchers found that broad-faced MBA students negotiated higher prices than narrow-faced MBA students. When these wide-faced students play the role of buyers, the price they get through negotiation is lower than that of narrow-faced students.

But men with wide faces do not have advantages in all aspects. In the third experiment, the researchers asked male MBA students to make a "creative solution" to solve the price difference in gas station sales through negotiation. This problem is called Texoil negotiation exercise, and the lowest price that the owner of the gas station can accept is higher than the highest price that the buyer is authorized to pay.

Hathorn said that in this case, wide-faced men are "unwilling to seek solutions to narrow the gap by enjoying information and cooperation."

Nicholas? Nicholas Rule is the principal researcher of the Social Perception and Cognition Laboratory in the Department of Psychology, University of Toronto. Although he didn't participate in this research, he was very interested in the results of this research.

Ruhr is an expert who studies the relationship between nonverbal behavior and leader's success. He said: "This study is very interesting. The influence of facial aspect ratio on on-site interaction was studied. Men who are stronger in negotiations tend to perform better, but they may also be peeping leopards. "

The study did not involve women. Researchers only pay attention to men, because previous studies have shown that the influence of facial aspect ratio is "particularly significant" in the interaction between men and men. The difference in aspect ratio can't "predict any changes in women's behavior or psychological results".

Hassell Horn said that some leaders instinctively think that men with wide faces are more selfish, stronger and more competitive, and he expects the research results to provide further evidence for these business leaders. Because of this, they usually avoid arguing with wide-faced executives.

He said: "When you negotiate with others, you want to get as much information as possible, so as to make targeted preparations and predict how the negotiation will proceed. This study provides a signal. "

Hatherhorn said that the research results will also make wide-faced men change their strategies because they know that others will think they are strong.

He said: "Men should consider what their negotiating opponents will think of them. If I have a Zhang Kuan face, others will think that I am more competitive and I really want to establish a relationship through negotiation, then I should be very cautious from the beginning and build trust through a good start. " (Fortune Chinese Network)

Translator: Lena