在对谈判持消极态度的参与者中,那些在速度较快的跑步机上,或者说心理唤醒较强的人对谈判的满意度较低。他们把心跳加快视为紧张的迹象,而这对他们的谈判体验产生了不好的影响。相反,在速度较慢的跑步机上,这类参与者对谈判的满意度较高。
Yet, we found the reverse among those with positive attitudes toward negotiating. Participants assigned to walk at a faster pace reported greater satisfaction with the negotiation compared to those assigned to walk at a slower pace. Those who enjoy negotiating seem to interpret increased heart rate as an indicator of excitement such that heightened arousal boosts their experience.
在对谈判持积极态度的参与者中,我们的观察结果正好相反。对谈判满意度较高的是跑步机速度较快、而不是速度较慢的那些人。乐于进行谈判的人似乎把心跳加快视为兴奋的信号,较强的心理唤醒因此让他们有了更好的体验。
In the second study, we wanted to see if this pattern also extends to economic performance. This time, we let some participants walk continuously while negotiating on their cell phones to increase their heart rate, whereas others stayed seated for their negotiations. Both groups conducted a mock employment negotiation over the phone.
在第二项实验中,我们想看看在人们在经济领域的表现是不是也存在同样的规律。这次,我们让部分参与者在打手机时不停地走动,以提高他们的心率,其他参与者则坐着打手机。这两组参与者都通过手机进行了一次模拟面试。
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