Consistent with our findings from the first study, individuals who dread negotiating felt less satisfied when they experienced heightened arousal (triggered by walking) compared to when they remained seated. They also achieved lower economic outcomes. In contrast, individuals who enjoy negotiating felt more satisfied with the negotiation when walking throughout, and also performed better when aroused compared to when seated.
第二项实验的结果和第一项相同,害怕谈判的人在心理唤醒较强(原因是走动)时的满意度低于他们坐着的时候,此时他们在谈判中获得的经济效益也较少。相反,喜欢谈判的人在边走边谈时感到比较满意,和坐着不动相比,心理唤醒较强时他们在经济方面的表现也较好。
The lesson from these studies is that the conventional wisdom isn't always so wise. If you dread negotiating, you're probably best served trying to stay calm in your negotiations in order to minimize such visceral responses. On the other hand, if you look forward to negotiating, you might want to actively attempt to raise your heart rate beforehand. Although these studies were limited to negotiation, it's worthwhile to consider if the same lessons might apply to other contexts such as public speaking, test performance, or competitive sports. Whether we interpret our physiological arousal as nervousness or excitement might depend on our prior attitudes toward the task at hand. If it's something we dread, then making an effort to maintain our composure might be valuable.
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