nervous negotiators sell for less !

 

JUNE 22, 2011 Wednesday

Anxiety Makes You a Worse Negotiator

The prospect of negotiating often causes anxiety, and anxiety puts people at a disadvantage. Anxious negotiators made initial offers that were 7.5% lower on average than those from nonanxious participants, says a study by Alison Wood Brooks and Maurice E. Schweitzer of the Wharton School. Negotiators might be able to improve their performance by engaging in simulations and other activities to reduce anxiety, the authors say. Source: Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit