出汗与心跳加快有助于谈判.doc

出汗和心跳加快有助于谈判 Negotiating your next deal: Its okay to, literally, sweat it We negotiate nearly every day. While the term negotiation often brings to mind larger-stake deals, such as the purchase of a new home or car, more often these negotiations are smaller and involve project deadlines at work or divvying up of household responsibilities. 我们差不多每天都在谈判。谈判这个词经常让人们想到规模较大的交易，比如购置新居或者买车；但在更多情况下，我们所谈的问题都比较小，内容无外乎工作中的项目截止时间或者家庭责任的分配。 Many of us, myself included, cant stand negotiations whether big or small -- so much so that it comes as a surprise that others actually relish each chance they get to negotiate. 包括我在内，我们中的许多人都受不了谈判，无论谈判的事项是大是小——而且由于谈判对我们来说是这么不堪忍受，以至于我们很惊讶，为什么别人会殷切期盼谈判的机会。 Regardless of which camp youre in, most of us can relate to the feeling of pounding hearts and sweaty palms when we negotiate. Do these visceral responses -- also known as physiological arousal -- hurt or help us? 无论你属于哪一类，我们中的大多数人在谈判时都会感到心跳加快，手心出汗。这些生理反应被称为心理唤醒，对我们来说它们是有害还是有益呢？ Most people (and existing research) consider sweating it to be detrimental; that the key to negotiating is to stay calm and collected. However, thats misleading, according to what I found in my research with Jared R. Curhan, which was recently published in Psychological Science. We found that sweaty palms and pounding hearts arent inherently a bad thing. The effect really depends on your preexisting attitudes toward negotiation and whether you interpret these physiological responses as a sign of nervousness or excitement. 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