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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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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.
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For Disappointed Sports Fans, Defeats Increase Consumption of Fat and Sugar
On the Monday following a big football game, fans of the losing team seem to load up on saturated fats and sugars, whereas supporters of the winning team opt for healthier foods.
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Far From Being Harmless, the Effects of Bullying Last Long Into Adulthood
Serious illness, struggling to hold down a regular job, and poor social relationships are just some of the adverse outcomes in adulthood faced by those exposed to bullying in childhood.
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Giving Preschoolers Choice Increases Sharing Behavior
Getting kids to share their toys is a never-ending battle, and compelling them to do so never seems to help. New research suggests that allowing children to make a choice to sacrifice their own toys in order to share with someone else makes them share more in the future. The new findings are published in Psychological Science, a journal of the Association for Psychological Science. These experiments, conducted by psychological scientists Nadia Chernyak and Tamar Kushnir of Cornell University, suggest that sharing when given a difficult choice leads children to see themselves in a new, more beneficent light.
