The Daily Stat: Anxiety Makes You a Worse Negotiator

Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   AUTHORS   |   STORE RSS   |   Mobile JUNE 22, 2011 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 Share Today's Stat: FEATURED PRODUCT Harvard Business Essentials: Guide to Negotiation Harvard Business Review Press Book Negotiation—whether brokering a deal, mediating a dispute, or writing up a contract—is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation. ADVERTISEMENT Follow the Stat: BEST SELLERS HBR's 10 Must Reads: The Essentials HBR's Must Reads Library Set Guide to Persuasive Presentations Guide to Better Business Writing Guide to Getting the Right Work Done PREVIOUS STATS It Tastes Good Because It's My Favorite Brand American Students More Prone to Boredom U.S. Dads More Open to Staying Home with Kids Business Students Score Higher on Narcissism There's More to Leadership Than Genes Ministers Get Pay for Performance Too Charter Schools Give Students a Boost Certain School Clubs Cultivate Future Bosses Seafood Often Mislabeled, Gene Tests Show Stock Returns Are Negative When Air is Bad Free HBR Interactive issue Download the iPad app HBR Reads, and get your issue with audio and video interviews and multimedia slideshows. Learn more » UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "The Daily Stat" email newsletter from Harvard Business Review. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Review Email Newsletter Preference Center. OPT OUT If you do not wish to receive any email messages from Harvard Business Review, click here. ADVERTISE WITH HBR This enewsletter is read by thousands of decision makers every day. Learn more about connecting your brand with this audience. Copyright © 2011 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)

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