Sweaty palms and racing heart may benefit some negotiators
As researchers Ashley D. Brown and Jared R. Curhan of the Sloan School of Management at MIT demonstrate in two experiments, physiological arousal isn't always detrimental:
"It turns out that the effect depends on whether you are someone who dreads or looks forward to negotiating," Brown explains. "It's not inherently harmful."
In their first experiment, Brown and Curhan assessed participants' attitudes toward negotiation. Several weeks later, they had participants walk on a treadmill while negotiating over the price of a used car. Some participants walked quickly to increase their heart rates, while others walked at a slower pace.
Among the participants with negative attitudes toward negotiation, those who had increased heart rate expressed being less satisfied with their negotiations in comparison to the slow-walking participants.
Those who initially reported positive attitudes, on the other hand, were more likely to express greater satisfaction with the negotiation after walking at a faster pace.
Results from a second experiment in which participants negotiated an employment compensation package suggest that physiological arousal may even enhance the negotiating abilities of those with positive attitudes toward negotiation.
Brown and Curhan found that participants who look forward to negotiating and who walked while doing so achieved higher economic outcomes than those who sat during the negotiation session. In contrast, participants who dread negotiating and who walked during the negotiation performed worse.
Ultimately, the new research suggests that the effects of physiological arousal are driven by subjective interpretation. People who can't stand negotiating seem to interpret arousal as a negative sign of nervousness, and physiological arousal therefore has a detrimental effect on their performance. But those who relish a chance to negotiate seem to interpret arousal as a positive sign of excitement, making them feel "revved up," and the arousal boosts their performance.
Given these findings, Brown and Curhan wonder whether the conventional advice to "just relax" might be outmoded. And they note that the benefits of physiological arousal may not be limited to negotiation:
"We speculate that this polarizing effect of physiological arousal is more widely applicable to other contexts such as public speaking, competitive sports, or test performance, to name a few," says Brown.
The research raises several questions that need to be explored -- such as whether there are different optimal levels of arousal depending on prior attitudes toward negotiation -- but the researchers believe that the current findings "provide insight into potential strategies that individuals who dread negotiation could use to minimize the observed detrimental effects of arousal."
Welcome to SUV System Ltd!
SUV System Ltd is ISO 90012008 Certified electronics distributor with 10 years of experiences.
We have built up long term business relationship with about many companies which are stockers and authorized agents. we have a steady and reliable supply to meet customer's demands to the greatest extent .Confidently, we are able to lower your cost and support your business with our years of professional service.
SUV System Ltd is Electronic Components Distributor Supplies,Find Quality Electronic Components Supplies Products IC(Integrated Circuits),Connectors,Capacitor,Resistors,Diodes,Transistors,LED at Suvsystem.com. Sourcing Other Energy, Environment, Excess Inventory Products from Manufacturers and Suppliers at Suvsystem.com
Electronic Components distributor:http://www.suvsystem.com
Connectors Distributor:http://www.suvsystem.com/l/Connectors-1.html
IC Distributor:http://www.suvsystem.com/l/IC(Integrated-Circuits)-1.html
LED Distributor:http://www.suvsystem.com/l/LED-1.html
Capacitor Distributor:http://www.suvsystem.com/l/Capacitor-1.html
Transistor Distributor:http://www.suvsystem.com/l/Transistors-1.html
Resistor Distributor:http://www.suvsystem.com/l/Resistors-1.html
Diode Distributor:http://www.suvsystem.com/l/Diodes-1.html
SUV System Ltd insists on the managing faith ofsincereness,speciality,foresight, win-win,so we build up stable-relationship customers located all over the world, including the States, Europe, Argentina, UAE, Malaysia, Australia,and India etc
we are focus on the following fields,and hope we can help you.
High Precision Resistors YAGEO Resistors TOSHIBA Transistors Schottky Diodes LINEAR IC NS IC Voltage Regulators Transistors Rectifier Diodes BB IC components Resistor Networks ALTERA IC LITTELFUSE Diodes LED part Atmel IC ROHM Resistors Thin Film Resistors DIODES Transistors TI IC Cypress IC Capacitor Connectors ON Diodes Texas Instruments(TI) IC Fleld Effect Transistors Zener Diodes Civil IC Military IC Fairchild Semiconductor Transistors LED FAIRCHILD diodes SANYO IC Freescale Semiconductor PANASONIC Resistors Industrial IC Metal Can Packages Transistors Chip Fuses TDK IC ST Diodes Ligitek LED
http://www.suvsystem.com/a/5237.aspx
