????如果一個男人擁有像杰克?尼科爾森、吉米?卡特以及萊昂納多?迪卡普里奧那樣的寬臉，則他在談判桌上會更具優(yōu)勢，但如果談判中需要讓步，則寬臉男性也可能會成為麻煩。

????這是《領(lǐng)導(dǎo)者季刊》（Leadership Quarterly）本月研究得出的兩項結(jié)果，該研究旨在了解男人的臉寬（臉部寬高比）對談判表現(xiàn)的影響。

????美國加州大學(xué)河濱分校管理助理教授邁克爾P. 哈瑟胡恩（Michael P. Haselhuhn）是此次研究的合著者，他表示：“這些研究表明，寬臉男人是一把雙刃劍，而意識到這一點可能對未來業(yè)務(wù)的成功有著重要意義?！?/p>

????此次研究基于以往的研究成果。哈瑟胡恩的合著者伊萊恩M?黃（Elaine M. Wong）也是加州大學(xué)河濱分校的教授，他們曾與倫敦商學(xué)院（London Business School）的瑪格麗特E.奧米斯頓（Margaret E. Ormiston）教授合作開展了一項研究，將寬臉者與窄臉者進行對比。該研究發(fā)現(xiàn)寬臉男人體內(nèi)睪酮水平更高，所以更加強勢。例如，寬臉曲棍球運動員在犯規(guī)球員禁閉區(qū)待的時間更長。寬臉男性在財務(wù)上也更加成功，而且在戀愛中獲得第二次約會的幾率更高。

????這三位研究人員的成果顯示，臉型較寬的首席執(zhí)行官——例如戴爾的邁克爾?戴爾（Michael Dell）以及美國西南航空公司的赫伯?凱萊赫（Herb Kelleher）——都獲得了優(yōu)異的財務(wù)業(yè)績。哈瑟胡恩和伊萊恩?黃還發(fā)現(xiàn)，在談判中，寬臉男人更自私，更善于欺騙別人，而且更可能會為了獲得更多經(jīng)濟利益而作弊。

????哈瑟胡恩表示：“我們的第一篇論文主要研究道德和談判。寬臉男人通常具有攻擊性，但你不可能走進會議室去衡量每個人的寬高比。”

????他繼續(xù)說道：“侵略性在企業(yè)環(huán)境中會以何種方式表現(xiàn)出來？社會侵略性表現(xiàn)為撒謊和欺騙。確實，我們發(fā)現(xiàn)寬臉男人在談判中撒謊的可能性更大。這篇論文是對這一理論的邏輯延伸。在談判中表現(xiàn)強勢并不一定是不道德的。也許只是因為你很固執(zhí)，專注于自己的利益。”

????在第一個實驗中，研究人員為一群男性本科生設(shè)定了一個場景，告訴他們已獲得一份工作，目前需要就簽約獎金進行談判。那些寬臉學(xué)生獲得的簽約獎金比窄臉學(xué)生多2,200美元。

????同樣在另一個場景中，研究人員讓一群MBA學(xué)生出售一家化學(xué)工廠。研究人員發(fā)現(xiàn)寬臉MBA學(xué)生通過談判達成的售價高于窄臉MBA學(xué)生。而當這些寬臉學(xué)生扮演買家時，他們通過談判得到的價格低于窄臉學(xué)生。

????但是寬臉男人并非在各方面都具有優(yōu)勢。在第三個實驗中，研究人員要求男性MBA學(xué)生們制定一個“創(chuàng)造性的解決方案”，通過談判解決加油站出售中存在的價格分歧。這個問題被稱為Texoil談判練習(xí)，加油站所有者能夠接受的最低價格高于買方獲得授權(quán)可支付的最高額。

????哈瑟胡恩表示，在這個案例中，寬臉男人“不大愿意通過共享信息和合作來尋求縮小差距的解決辦法。”

????尼古拉斯?魯爾（Nicholas Rule）是多倫多大學(xué)心理學(xué)系社會感知與認知實驗室的首席研究員，雖然他并未參與這項研究，但他對這項研究結(jié)果很感興趣。

????魯爾是研究非語言行為與領(lǐng)導(dǎo)者成功之間關(guān)系的專家，他表示：“這項研究非常有意思，研究的是面部寬高比對現(xiàn)場互動的影響。在談判中更為強勢的男性往往表現(xiàn)得更好，但也可能是窺豹一斑罷了。”

????研究并沒有涉及女性。研究人員只專注于男性，因為此前的研究已表明面部寬高比在男性與男性互動中的影響“尤其顯著”。寬高比的差異無法”預(yù)測女性行為或心理結(jié)果的任何變化”。

????哈瑟胡恩表示，有些領(lǐng)導(dǎo)者本能地認為寬臉男人更多考慮自我利益、更強勢且更好勝，他預(yù)計該結(jié)果將進一步為這些商界領(lǐng)袖提供佐證。正因如此，他們通常會避免與寬臉高管進行爭論。

????他說道：“當你與別人談判時，你想獲得盡可能多的信息，從而進行有針對性的準備，并預(yù)計談判將如何進行。該研究便提供了一個信號?！?/p>

????哈瑟胡恩表示，該研究成果也會使寬臉男人改變他們的策略，因為他們知道別人會認為他們很強勢。

????他表示：“男性應(yīng)該考慮一下談判對手會如何看待他們。如果我有一張寬臉，其他人會先入為主地認為我更好勝，而我確實想通過談判建立一種關(guān)系，那么我一開始就應(yīng)該非常謹慎，通過良好的開端來建立信任?！?財富中文網(wǎng))

????譯者： Lina

????Having a wider face like Jack Nicholson, Jimmy Carter or Leonardo DiCaprio gives men an edge at the negotiating table but also could hurt if compromise is required.

????Those are two of the findings of a new study this month in The Leadership Quarterly journal that set out to understand what role men’s wider faces – width of the face divided by upper facial height – have on negotiating performance.

????“These studies show that being a man with a wider face can be both a blessing and a curse, and awareness of this may be important for future business success,” said Michael P. Haselhuhn, an assistant management professor at the University of California, Riverside and the study’s co-author.

????The work builds on earlier findings comparing wider-faced men and their narrow-faced counterparts by Haselhuhn and his co-authors, Elaine M. Wong, also of U.C. Riverside, and Margaret E. Ormiston of the London Business School. Previous research has found that wider-faced men have higher testosterone and are thus more aggressive. Wider-faced hockey players get more minutes in the penalty box, for example. They’re also more financially successful and have a better chance of getting a second date.

????The three researchers already shown that firms whose male CEOs have wider faces – think Dell’s Michael Dell, or Southwest Airlines’ Herb Kelleher – achieve superior financial results. In negotiations, Haselhun and Wong also found that wider-faced men demonstrate greater self-interest, deceive others and are more likely to cheat in order to increase their financial gain.

????“The first paper we did looked at ethics and negotiations,” Haselhuhn said. “These guys are physically aggressive but you can’t walk into a boardroom and check a guy against the wall.”

????He continued: “How does aggression play out in a corporate setting? Social aggression is lying and cheating. Indeed, we found that wide-faced guys were more likely to lie in a negotiation. This paper was a kind of a logical extension of that. Being aggressive in negotiations isn’t necessarily all about being unethical. It can just be (that) you are being persistent. You are being focused on your own self-interest.”

????In the first experiment, the researchers set up a scenario in which a group of male undergrads were told they had landed a job and now had to negotiate a signing bonus. Those with the wider faces managed to get $2,200 more than those with narrower faces.

????Similarly, in another scenario, the researchers found that when male MBA students with wider faces were selling a chemical factory they negotiated a higher sale price than men with a more narrow faces. When those same wide-faced men were in the buyer role, they negotiated a lower price than the narrow-faced men.

????But it wasn’t all good news for men with wider faces. In a third experiment, male MBA students were asked to come up with a “creative solution” negotiate differences over the sale of a gas station. The problem, known as the Texoil negotiation exercise, meant that the lowest amount of money that the station owner would accept is greater than the highest amount of money that the buyer is authorized to spend.

????This time, the wider-faced men “were less able to share information and collaborate to find a way to bridge that gap,” Haselhuhn said.

????Nicholas Rule, principal investigator of the Social Perception and Cognition Lab in the psychology department at the University of Toronto ,and who was not part of the study, was intrigued by the findings.

????“What’s particularly exciting about this work is that they were looking at the effects of facial-width-to-height-ratio in live interactions,” said Rule, an expert in the relationship between nonverbal behavior and leadership success.”Men are more aggressive in negotiations, tend to do better, but may not see the forest for the trees.”

????No women were part of the study. The researchers focused on men, they said, because prior research has suggested that face-width-to-height ration is “particularly important” in male-to-male interactions. It is not “predictive of any changes in behavioral or psychological outcomes in women.”

????Haselhuhn said he expects the findings to further help business leaders who already intuitively expect wide-faced men to be more self-interested, tough and competitive. As a result, they will typically avoid a fight with the wide-faced executive.

????“When you are negotiating against somebody else, you want as much information as possible about how we should prepare and let’s anticipate how this negotiation is going to go,” he said. “This is one signal.”

????Haselhuhn said the findings could also allow wide-faced men to change their strategy if they know they are going to be perceived as aggressive.

????“Men should consider how their counterpart is going to view them,” he said. “If I have a wide face and the other guy expects me to be more competitive because wide-faced guys typically are and I really want to build a relationship, I know that I’d better be extra careful in starting off the negotiation on the right foot to build the level of trust.”