Look Angry If You Want People to Give In

Posted on June 14, 2014

Remember the middle-school taunt: "Is that a threat … or a promise?" If you want to get the most out of a threat in the adult world, don’t let there be any question about it: Look the part, suggests a new study.

In two experiments, people were more willing to give into demands for a larger share of $1 when the person asking for more money looked angry.

"If you come in with a scowl on your face, they're going to take your threat more seriously," study co-author Lawrence Ian Reed, a researcher at Harvard University, told Today. "You might think a poker face would be better in a negotiation. But in a bargaining situation when you make threats, your facial expression could add credibility to what you are saying."

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Source material from Discovery News


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