WE USUALLY interpret someone looking us straight in the eye during an interaction as a sign of trustworthiness. We use eye contact as a marker of honesty and straightforwardness – taking it as a po…
, shows quite the opposite: In a competitive environment where a negotiation is taking place, looking at another person directly in the eye can be a sign of competition and malevolence, rather than benevolence.
We found that looking at their opponent directly in the eye predicted making a lower first offer toward that person.In another experiment, we assigned 53 people to look at either their opponent’s eyes or other parts of their face. If both players choose to “split”, they get to split the jackpot. And if both players choose “steal”, neither gets anything.
The direct eye contact with the other player was measured in terms of the number of times during the interaction that a contestant had direct gaze with the other player.While folk wisdom tells us eye contact is a sign of honesty and trustworthiness, these findings were not a surprise to my research team and me.
What does this mean for the work place? In a competitive business environment, when taking part in negotiations or a business deal for example, be aware that people who look you directly in the eye may not be as friendly as you think.
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