A new study suggests that sweaty palms and a racing heart may actually help some people in get a good deal while negotiating over the price of a new car.
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 said. “It’s not inherently harmful.”
In their first experiment, Brown and Curhan assessed participants’ attitudes toward negotiation.
