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Front. Psychol. | doi: 10.3389/fpsyg.2018.00214

Group Facial Width-to-Height Ratio Predicts Intergroup Negotiation Outcomes

  • 1School of Entrepreneurship and Management, ShanghaiTech University, China
  • 2School of Labor and Employment Relations, University of Illinois at Urbana–Champaign, United States
  • 3Department of Business Administration, College of Business, University of Illinois at Urbana–Champaign, United States
  • 4School of Psychology, University of New South Wales, Australia

Past studies have found that the facial width-to-height ratio (FWHR) is associated with a range of traits and behaviors that are possibly important to dyadic negotiations. However, it is unknown whether the FWHR would have an impact on intergroup negotiations, which happen frequently and often have higher stakes in the real world. To examine this question, in the current study, we randomly assigned 1,337 Chinese business executives into 288 groups and they completed a multi-issue negotiation exercise against each other. Results showed that groups with larger maximum individual FWHRs achieved objectively better negotiation outcomes. We conclude that groups containing individuals with relatively large FWHRs can claim more value in negotiations between groups.

Keywords: facial width-to-height ratio, fWHR, intergroup negotiation, Team dynamics, Group behavior

Received: 12 Sep 2017; Accepted: 08 Feb 2018.

Edited by:

Ilias Kapoutsis, Athens University of Economics and Business, Greece

Reviewed by:

Said Elbanna, Qatar University, Qatar
Michael Haselhuhn, University of California, Riverside, United States  

Copyright: © 2018 Yang, Tang, Qu, Wang and Denson. This is an open-access article distributed under the terms of the Creative Commons Attribution License (CC BY). The use, distribution or reproduction in other forums is permitted, provided the original author(s) and the copyright owner are credited and that the original publication in this journal is cited, in accordance with accepted academic practice. No use, distribution or reproduction is permitted which does not comply with these terms.

* Correspondence:
Dr. Yu Yang, ShanghaiTech University, School of Entrepreneurship and Management, 393 Middle Huaxia Road, Pudong, Shanghai, 201210, China,
Dr. Thomas F. Denson, University of New South Wales, School of Psychology, Sydney, Australia,