萊昂納多·迪卡普里奧現象 研究發現臉較寬的男性更善談判

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.

如果一個男人擁有像傑克o尼科爾森、吉米o卡特以及萊昂納多o迪卡普里奧那樣的寬臉，則他在談判桌上會更具優勢，但如果談判中需要讓步，則寬臉男性也可能會成爲麻煩。

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.

這是《領導者季刊》（Leadership Quarterly）本月研究得出的兩項結果，該研究旨在瞭解男人的臉寬（臉部寬高比）對談判表現的影響。

“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.

美國加州大學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務的成功有着重要意義。”

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.

此次研究基於以往的研究成果。哈瑟胡恩的合著者伊萊恩Mo黃（Elaine M. Wong）也是加州大學河濱分校的教授，他們曾與倫敦商學院（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。該研究發現寬臉男人體內睾酮水平更高，所以更加強勢。例如，寬臉曲棍球運動員在犯規球員禁閉區待的時間更長。寬臉男性在財務上也更加成功，而且在戀愛中獲得第二次約會的機率更高。

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.

這三位研究人員的成果顯示，臉型較寬的首席執行官——例如戴爾的邁克爾o戴爾（Michael Dell）以及美國西南航空公司的赫伯o凱萊赫（Herb Kelleher）——都獲得了優異的財務業績。哈瑟胡恩和伊萊恩o黃還發現，在談判中，寬臉男人更自私，更善於欺騙別人，而且更可能會爲了獲得更多經濟利益而作弊。

“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.”

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。”

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.”

他繼續說道：“侵略性在企業環境中會以何種方式表現出來？社會侵略性表現爲撒謊和欺騙。確實，我們發現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。在談判中表現強勢並不一定是不道德的。也許只是因爲你很固執，專注於自己的利益。”

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.

在第一個實驗中，研究人員爲一羣男性本科生設定了一個場景，告訴他們已獲得一份工作，目前需要就簽約獎金進行談判。那些寬臉學生獲得的簽約獎金比窄臉學生多2,200美元。

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.

同樣在另一個場景中，研究人員讓一羣MBA學生出售一家化學工廠。研究人員發現寬臉MBA學生通過談判達成的售價高於窄臉MBA學生。而當這些寬臉學生扮演買家時，他們通過談判得到的價格低於窄臉學生。

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.

但是寬臉男人並非在各方面都具有優勢。在第三個實驗中，研究人員要求男性MBA學生們制定一個“創造性的解決方案”，通過談判解決加油站出售中存在的價格分歧。這個問題被稱爲Texoil談判練習，加油站所有者能夠接受的最低價格高於買方獲得授權可支付的最高額。

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

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

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.

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

“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.”

魯爾是研究非語言行爲與領導者成功之間關係的專家，他表示：“這項研究非常有意思，研究的是面部寬高比對現場互動的影響。在談判中更爲強勢的男性往往表現得更好，但也可能是窺豹一斑罷了。”

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.”

研究並沒有涉及女性。研究人員只專注於男性，因爲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”預測女性行爲或心理結果的任何變化”。

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.

哈瑟胡恩表示，有些領導者本能地認爲寬臉男人更多考慮自我利益、更強勢且更好勝，他預計該結果將進一步爲這些商界領袖提供佐證。正因如此，他們通常會避免與寬臉高管進行爭論。

“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.”

他說道：“當你與別人談判時，你想獲得儘可能多的信息，從而進行有針對性的準備，並預計談判將如何進行。該研究便提供了一個信號。”

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.

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，因爲他們知道別人會認爲他們很強勢。

“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.”

他表示：“男性應該考慮一下談判對手會如何看待他們。如果我有一張寬臉，其他人會先入爲主地認爲我更好勝，而我確實想通過談判建立一種關係，那麼我一開始就應該非常謹慎，通過良好的開端來建立信任。”