在第一个实验中，他们请来161名大学生朗读文章，然后录下他们的声音。

The participants were then randomly assigned to play a specific role in a negotiation exercise, according to the study, published in the journal Psychological Science.

然后这些学生被随机分组，在谈判练习中扮演特定的角色。该研究成果被发表在《心理科学》期刊上。

Students assigned to a ‘high rank’ were told to go into the negotiation imagining that they either had a strong alternative offer, valuable inside information, or high status in the workplace. Alternatively, they were also asked to recall an experience in which they had power before the negotiation started.

在模拟谈判时，被分配到“高层”的学生要想象他们有强大的实力、珍贵的内部信息和较高的工作地位。此外，研究者也要求他们在谈判前，回想自己曾经拥有权力的经历。

Low-rank students, on the other hand, were told to imagine they had either a weak offer, no inside information, or low workplace status, or they were asked to recall an experience in which they lacked power.

另一方面，“底层”的学生则要想象他们处于劣势地位，并回想自己没有权力的时候。

The students then read a second passage aloud in character, as if they were negotiating with an imaginary adversary and their voices were recorded.

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