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September 16, 2014 If You're Feminine-Faced, You're Better Off Negotiating by Phone Prior to online negotiations with strangers, research participants indicated that they expected greater cooperation if photos of the strangers (whether male or female) showed more-feminine facial features, such as less-prominent eyebrow ridges and smaller noses (6.84 versus 6.05 for strangers with less-feminine features, on a 7-point expected-cooperation scale). In subsequent negotiations, participants also demanded significantly more from feminine-faced counterparts, say Eric Gladstone and Kathleen M. O'Connor of Cornell. Masculine-faced people enter negotiations with a built-in advantage, because their counterparts tend to demand less of them, the researchers suggest. SOURCE: A counterpart's feminine face signals cooperativeness and encourages negotiators to compete

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