To Negotiate? Check The Opponent'S Right Hand First.

Suppose you recently refused to give someone a raise or salary.

About testosterone in business

If the length of these two fingers is the same or very close, it shows that the testosterone content of the host before birth is very high, which further illustrates two points.

First of all, this person will spare no effort to preserve his position and maintain his face.

Unless you take care of his self esteem all the time, it is easy for him to bear a grudge.

Second, if you fight against him, he will take revenge.

The above is the conclusion of a study entitled "Lex talionis: testosterone and Lex talionis: Testosterone and the law of retaliation".

The study will be published in the next issue of the Journal of Experimental Social Psychology.

Lex talionis is Latin, meaning "retributive justice".

The experiment was carried out in this way: researchers at Columbia Business School and Kellogg School at Northwestern from Northwestern University randomly selected 48 volunteers from Columbia to participate in two rounds of bargaining.

The design of the first round of negotiations is designed to make the test subjects completely fooled and not get the $40 they thought they could win.

The subjects were not informed of second rounds of negotiations in advance. In this round, the situation was designed to be contrary to the first round, and volunteers were able to control the bidding process in order to win second awards of 40 dollars.

In the second round, some people can be fair and aboveboard and act fairly. They swallow their voices and swallow the first round of disappointments, and win the fair result with their own efforts.

However, other subjects responded differently.

They are bold enough to falsely report low prices to researchers, apparently to recover the losses from the first round of losses.

At the end of the trial, the researchers measured the right index finger and ring finger (from the medial metacarpophalangeal joint to the fingertip) of each subject using a flat scanner.

They found that there was a direct relationship between the "finger ratio" and the vengeance. There was no exception: the smaller the length of the two fingers, the stronger the revenge.

Many other studies have also found that "finger ratio" can show testosterone levels before birth.

Testosterone content before birth refers to the amount of testosterone taken from the parents before birth, and is often related to the birth order (the testosterone levels of the middle aged children in the family are usually higher than those of the young children) or the genes of the mother.

However, so far, the interpretation of the negotiation strategy has not yet been clarified.

"Testosterone is a hormone associated with the pursuit of status and the need to save face."

The joint author of the study, Professor Adam of Kellogg business school?

Galinsky pointed out.

"The way people react to situations is also very different."

Those who have fewer testosterone, that is, those who have significant differences in the length of index finger and ring finger, will also realize that they have suffered unfair treatment, but they may only be sulky and not take revenge.

However, he said: "if you look at it and see that the forefinger and the ring finger on the table are almost the same length or the same length as the ring finger, then you have to be careful."

You need to take more care to comfort him and cater for his pride, because if not, he is "touching the tiger's butt".