大多数人(和现有研究结论)都认为出汗是不利因素,而且谈判的关键在于保持平静和镇定。然而,我和贾里德•科尔汉在研究中发现,这种观点会让人们受到误导。最近,我们把这项研究成果发表在了《心理学》(Psychological Science)杂志上。我们的结论是,手心出汗和心跳加快本身并不是什么坏事。它们的影响实际上取决于你对谈判的固有态度以及你把这样的心理活动解释为紧张还是兴奋。
We conducted two studies to explore the effects of arousal on negotiation outcomes: In the first, we measured individuals' prior attitudes toward negotiation. Several weeks later, these same individuals participated in an experiment in which they negotiated over the price of a used car while walking on a treadmill. Unbeknownst to the participants, we manipulated their heart rate through the speed of the treadmill, which was set by an experimenter.
我们通过两个实验来探索心理唤醒对谈判结果的影响。在第一个实验中,我们首先了解了参与者对谈判的固有态度。几周后,这些参与者参加了这项实验,内容是在跑步机上就一辆二手车讨价还价。我们在参与者不知情的情况下通过调整跑步机的速度来控制参与者的心跳频率。
Among those with negative attitudes toward negotiating, participants who walked at a faster pace -- or experienced high arousal -- reported lower satisfaction with their negotiations. They interpreted their heightened heart rate as an indicator of nervousness, which in turn, harmed their negotiating experience. By contrast, those who walked at a slower pace reported higher satisfaction.
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