16:30 - 18:00
Mon-A8-Talk III-
Mon-Talk III-
Room: A8
Chair/s:
Michaela Rohr
Emotional faces are one of the most prominent sources for social inferences, and many of these inferences come along automatic (i.e., fast, efficient, unintentional, non-consciously). Research in this field has a long tradition in experimental psychology, and many implicit methods were developed to target the processing of social information from faces. Yet, the research so far focused mostly on the evaluative dimension, static features, and lab experiments. Our symposium brings together latest research approaches studying the influence of emotional faces in social cognition, using new (potentially more ecologically valid) approaches, and spanning some of the most recent debated issues. In detail, Emre Gurbuz’ talk focuses on the dynamics of facial features (i.e., emotion, ethnicity) and how these impact evaluative priming effects – a so far often neglected issue. Vanessa Mitschke’s research is targeting reactions to others with a very different, yet also dynamic approach: In a series of studies, she found more efficient response inhibition of facial muscle activation towards disliked targets in a go/nogo task. Janet Wessler investigated the influence of facial information in online-negotiations, showing that facial trustworthiness influences anchoring effects. Using a new, endogenous cueing paradigm, Timea Folyi and colleagues highlight that emotional information can be used in a flexible, goal-relevant manner, however, only, if participants intentionally and explicitly make use of the context-bound meaning of the emotional faces. Michaela Rohr’s talk focuses on the role of physiological facial information in behavioral measures, suggesting that simulation of activated mental content might drive physiological activity.Emotional faces are one of the most prominent sources for social inferences, and many of these inferences come along automatic (i.e., fast, efficient, unintentional, non-consciously). Research in this field has a long tradition in experimental psychology, and many implicit methods were developed to
target the processing of social information from faces. Yet, the research so far focused mostly on the evaluative dimension, static features, and lab experiments. Our symposium brings together latest research approaches studying the influence of emotional faces in social cognition, using new (potentially more ecologically valid) approaches, and spanning some of the most recent debated issues. In detail, Emre Gurbuz’ talk focuses on the dynamics of facial features (i.e., emotion, ethnicity) and how these impact evaluative priming effects – a so far often neglected issue. Vanessa Mitschke’s research is targeting reactions to others with a very different, yet also dynamic
approach: In a series of studies, she found more efficient response inhibition of facial muscle activation towards disliked targets in a go/nogo task. Janet Wessler investigated the influence of facial information in online-negotiations, showing that facial trustworthiness influences anchoring effects. Using a new, endogenous cueing paradigm, Timea Folyi and colleagues highlight that emotional information can be used in a flexible, goal-relevant manner, however, only, if participants intentionally and explicitly make use of the context-bound meaning of the emotional faces. Michaela Rohr’s talk focuses on the role of physiological facial information in behavioral measures, suggesting that simulation of activated mental content might drive physiological activity.
It’s written all over your face: Facial Trustworthiness in distributive online-negotiations
Mon-A8-Talk III-03
Presented by: Janet Wessler
Janet Wessler
German Research Center for Artificial Intelligence
Humans quickly and automatically infer traits from the facial features of others. Past research showed that these automatic inferences can affect social decision-making. Although trustworthiness and dominance perceptions in general have been shown to impact negotiation processes and outcomes, it remains an open question whether facial features related to these dimensions impact negotiations. In the current study, we hypothesized that negotiators with a high vs. low facial trustworthiness lead the negotiation opposite to propose counteroffers which are closer to the initial offer anchor (higher anchoring susceptibility), while those with high vs. low facial dominance lead the negotiation opposite to propose counteroffers which are further away from the initial offer anchor (lower anchoring susceptibility). In an online market experiment, N = 140 participants negotiated the price of 32 different products which were presented together with pictures of sellers‘ high vs. low trustworthy and high vs. low dominant faces. Faces with high vs. low trustworthiness indeed led to a higher anchoring susceptibility, while high vs. low dominant faces led to lower anchoring susceptibility. Exploratory analyses showed that backlash effects for stereotypically incongruent faces (trustworthy males and dominant females) did not emerge on the price offer but on perceptions of the seller. The results show that even subtle cues from facial features can affect robust effects like anchoring in distributive online price negotiations.
Keywords: face perception, trustworthiness, dominance, negotiation, anchoring