Sweaty palms, racing heart help negotiate better

Asian News International:

A new study suggests that sweaty palms and a racing heart may actually help some people in get a good deal while negotiating over the price of a new car. 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 said. “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.

Read the whole story: Asian News International

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