(Originally posted at EnjoyMediation.com)

A recent study caught my attention as it deals with two of my favorite topics- negotiation and nonverbal communication.  Previous research has connected the two with respect to:

• The importance of small talk & rapport
• Overall impact of nonverbal communication
• Slowing things down  
• Getting a baseline of nonverbal behaviors
• The impact of warm drinks and hard chairs
• The impact of a negotiator's tone of voice
• Sharing a meal shares gains
• The ideal environment for a negotiation according to trainers

This current study, conducted at Harvard, connects when negotiator makes an angry facial expression with greater gains.

From redorbit:

Research has found that facial expressions can convey more information than verbal communication alone and a new Harvard University study has found that an angry glare can add effectiveness to a negotiator’s demands. 

Published in Psychological Science, the study found that an angry glare adds additional gravity to a negotiator’s threat to walk away from the talks. The researchers also saw that the glared-at party tended to offer more money than they otherwise would have.

The researchers said they went into their study with the theory that an angry expression would add credibility to a person’s demands – and make it more believable that they would walk away if their demands weren’t met. 

Read more about the study and the findings [HERE].