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Group Facial Width-to-Height Ratio Predicts Intergroup Negotiation Outcomes
Yu Yang1, Chen Tang2, Xiaofei Qu1
1School of Entrepreneurship and Management, ShanghaiTech University, Shanghai, China.
Frontiers in Psychology
|March 9, 2018
Summary
Facial width-to-height ratio (FWHR) impacts group negotiations. Groups with individuals exhibiting larger FWHRs achieved better outcomes, claiming more value in intergroup negotiations.
Area of Science:
- Social Psychology
- Behavioral Economics
- Organizational Behavior
Background:
- Facial width-to-height ratio (FWHR) is linked to traits relevant in dyadic negotiations.
- The effect of FWHR on high-stakes intergroup negotiations remains unexplored.
Purpose of the Study:
- To investigate the influence of FWHR on intergroup negotiation outcomes.
- To determine if facial morphology affects group negotiation success.
Main Methods:
- 1,337 Chinese business executives were randomly assigned to 288 groups.
- Participants engaged in a multi-issue negotiation exercise against other groups.
Main Results:
- Groups with a higher maximum individual FWHR demonstrated objectively superior negotiation results.
- A larger FWHR within a group correlated with greater value claimed during negotiations.
Conclusions:
- The facial width-to-height ratio is a significant factor in intergroup negotiation dynamics.
- Individuals with larger FWHRs may contribute to enhanced group negotiation performance and value acquisition.
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