双语新闻：研究发现脸较宽的男性更善谈判更强势

2014-08-14 14:40:50来源：可可英语

　　The three researchers already shown that firms whose male CEOs have wider faces – thinkDell’s Michael Dell, or Southwest Airlines’ Herb Kelleher – achieve superior financial results. Innegotiations, 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.

　　这三位研究人员的成果显示，脸型较宽的首席执行官——例如戴尔的迈克尔o戴尔(Michael Dell)以及美国西南航空公司的赫伯o凯莱赫(Herb Kelleher)——都获得了优异的财务业绩。哈瑟胡恩和伊莱恩o黄还发现，在谈判中，宽脸男人更自私，更善于欺骗别人，而且更可能会为了获得更多经济利益而作弊。

　　“The first paper we did looked at ethics and negotiations,” Haselhuhn said. “These guys arephysically aggressive but you can’t walk into a boardroom and check a guy against the wall.”

　　哈瑟胡恩表示：“我们的第一篇论文主要研究道德和谈判。宽脸男人通常具有攻击性，但你不可能走进会议室去衡量每个人的宽高比。”

　　He continued: “How does aggression play out in a corporate setting? Social aggression islying and cheating. Indeed, we found that wide-faced guys were more likely to lie in anegotiation. This paper was a kind of a logical extension of that. Being aggressive innegotiations isn’t necessarily all about being unethical. It can just be (that) you are beingpersistent. You are being focused on your own self-interest.”

　　他继续说道：“侵略性在企业环境中会以何种方式表现出来?社会侵略性表现为撒谎和欺骗。确实，我们发现宽脸男人在谈判中撒谎的可能性更大。这篇论文是对这一理论的逻辑延伸。在谈判中表现强势并不一定是不道德的。也许只是因为你很固执，专注于自己的利益。”

　　In the first experiment, the researchers set up a scenario in which a group of male undergradswere told they had landed a job and now had to negotiate a signing bonus. Those with thewider faces managed to get $2,200 more than those with narrower faces.

　　在第一个实验中，研究人员为一群男性本科生设定了一个场景，告诉他们已获得一份工作，目前需要就签约奖金进行谈判。那些宽脸学生获得的签约奖金比窄脸学生多2,200美元。

　　Similarly, in another scenario, the researchers found that when male MBA students with widerfaces were selling a chemical factory they negotiated a higher sale price than men with a morenarrow faces. When those same wide-faced men were in the buyer role, they negotiated a lowerprice than the narrow-faced men.

　　同样在另一个场景中，研究人员让一群MBA学生出售一家化学工厂。研究人员发现宽脸MBA学生通过谈判达成的售价高于窄脸MBA学生。而当这些宽脸学生扮演买家时，他们通过谈判得到的价格低于窄脸学生。

　　But it wasn’t all good news for men with wider faces. In a third experiment, male MBA studentswere asked to come up with a “creative solution” negotiate differences over the sale of a gasstation. The problem, known as the Texoil negotiation exercise, meant that the lowest amountof money that the station owner would accept is greater than the highest amount of moneythat the buyer is authorized to spend.

　　但是宽脸男人并非在各方面都具有优势。在第三个实验中，研究人员要求男性MBA学生们制定一个“创造性的解决方案”，通过谈判解决加油站出售中存在的价格分歧。这个问题被称为Texoil谈判练习，加油站所有者能够接受的最低价格高于买方获得授权可支付的最高额。

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