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Sweaty Palms and Racing Heart May Benefit Some Negotiators
The idea of having to negotiate over the price of a new car sends many into the cold sweats, but new research published in Psychological Science, a journal of the Association for Psychological Science, suggests that sweaty palms and a racing heart may actually help some people in getting a good deal. As researchers Ashley D. Brown and Jared R. Curhan of the Sloan School of Management at MIT demonstrate in two experiments, physiological arousal isn’t always detrimental: “It turns out that the effect depends on whether you are someone who dreads or looks forward to negotiating,” Brown explains.
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New Research From Psychological Science
Read about the latest research published in Psychological Science: One for All: Social Power Increases Self-Anchoring of Traits, Attitudes, and Emotions Jennifer R. Overbeck and Vitaliya Droutman The authors of this study hypothesized that powerful people are more likely than people with little power to engage in self-projection -- the projection of one's own traits, attitudes, and values onto group members. Participants were told they would be playing a group game and were assigned the role of group manager (high-power condition) or team member (low-power condition).
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The Dark Side of Empathy
Conventional wisdom, backed up by substantial experimental research, holds that we’re more cooperative in negotiations when we can truly see the other person’s point of view. But in some cases, seeing a situation from the other’s perspective can lead us into unethical behavior. A team of behavioral researchers suspected that in competitive contexts, perspective-taking draws our attention to conflicting interests and to how a competitor’s actions may threaten our own self-interest. They confirmed their hypothesis in a series of experiments, the results of which are reported in Psychological Science, a journal of the Association for Psychological Science.
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Fast Forward Yourself
People who are able to sock away a healthy degree of resources for the future have essentially a relationship with their future selves, emerging research shows.
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Dissecting the Perceptions of White Male Privilege
Despite all the advances that women and people of color have made in professional settings over the last several decades, White men still tend to have the upper hand on getting the corner offices, the lofty job titles, or the hefty salary hikes. But how do women perceive the marginalization that people of color face in the workplace? And how do minorities perceive the obstacles faced by women? A report published in Psychological Science, a publication of the Association for Psychological Science, provides some answers to these questions.
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Engaging in a Brief Cultural Activity Can Reduce Implicit Prejudice
A small cue of social connection to someone from another group — such as a shared interest — can help reduce prejudice immediately and up to six months later.
