加州大学河滨分校和伦敦商学院、哥伦比亚大学共同派遣专员组成了一个研究小组,他们发现脸型圆胖的人“在谈判中比脸型瘦长的人较顽强不肯妥协”,而这种“不肯妥协的气势让他们在谈判中争取更多利益”。有趣的是,如果谈判对象换成女人,这种效应便趋隐形,那些肥头大耳的人会被认为是“不容易与其在谈判桌上达成统一的人,他们太缺乏合作精神,很难和他们一起找到个有创见的综合性解决方案”。
Speaking as a shortish, youngish-looking man with a thin face, I'm keenly interested in an explanation for these biases that obliterates their logic. Unfortunately for my purposes, follow-up studies on the link between height and income have found another variable in play, which is intelligence: People who are notably taller than their peers around the age of 16 also tend to be smarter. Similarly, there is some evidence that men with big heads are biologically predisposed to the sort of bullishness that makes them effective negotiators when they're surrounded by pencil-necks.
我作为一个个子短小,外表显嫩,脸型瘦小的男人,我特别希望这些抹灭正常逻辑的外表偏见能得到一个合理解释。但很不幸的,事与愿违,接下去的关于身高与收入之间关系的研究中,我们发现还有一个变量也在起作用,那就是智商:16岁时个子明显比同龄人高的人,他们的智商也会偏高。同样的,有证据显示,大脑袋的人从生理上就更加无畏自信,当周边都是细脖子小脸的人的时候,他们能摇身一变成为谈判能手。
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