出汗和心跳加快有助於談判大綱

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.

我們差不多每天都在談判。談判這個詞經常讓人們想到規模較大的交易，比如購置新居或者買車；但在更多情況下，我們所談的問題都比較小，內容無外乎工作中的項目截止時間或者家庭責任的分配。

Many of us, myself included, can't 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.

包括我在內，我們中的許多人都受不了談判，無論談判的事項是大是小——而且由於談判對我們來說是這麼不堪忍受，以至於我們很驚訝，爲什麼別人會殷切期盼談判的機會。

Regardless of which camp you're 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?

無論你屬於哪一類，我們中的大多數人在談判時都會感到心跳加快，手心出汗。這些生理反應被稱爲心理喚醒，對我們來說它們是有害還是有益呢？

Most people (and existing research) consider sweating it to be detrimental; that the key to negotiating is to stay calm and collected. However, that's 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 aren't 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.

大多數人（和現有研究結論）都認爲出汗是不利因素，而且談判的關鍵在於保持平靜和鎮定。然而，我和賈裏德•科爾漢在研究中發現，這種觀點會讓人們受到誤導。最近，我們把這項研究成果發表在了《心理學》（Psychological Science）雜誌上。我們的結論是，手心出汗和心跳加快本身並不是什麼壞事。它們的影響實際上取決於你對談判的固有態度以及你把這樣的心理活動解釋爲緊張還是興奮。

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. Unbeknownst to the participants, we manipulated their heart rate through the speed of the treadmill, which was set by an experimenter.

我們通過兩個實驗來探索心理喚醒對談判結果的影響。在第一個實驗中，我們首先了解了參與者對談判的固有態度。幾周後，這些參與者參加了這項實驗，內容是在跑步機上就一輛二手車討價還價。我們在參與者不知情的情況下通過調整跑步機的速度來控制參與者的心跳頻率。

Among those with negative attitudes toward negotiating, participants who walked at a faster pace -- or experienced high arousal -- reported lower satisfaction with their negotiations. They interpreted their heightened heart rate as an indicator of nervousness, which in turn, harmed their negotiating experience. By contrast, those who walked at a slower pace reported higher satisfaction.

在對談判持消極態度的參與者中，那些在速度較快的跑步機上，或者說心理喚醒較強的人對談判的滿意度較低。他們把心跳加快視爲緊張的跡象，而這對他們的談判體驗產生了不好的影響。相反，在速度較慢的跑步機上，這類參與者對談判的滿意度較高。

Yet, we found the reverse among those with positive attitudes toward negotiating. Participants assigned to walk at a faster pace reported greater satisfaction with the negotiation compared to those assigned to walk at a slower pace. Those who enjoy negotiating seem to interpret increased heart rate as an indicator of excitement such that heightened arousal boosts their experience.

在對談判持積極態度的參與者中，我們的觀察結果正好相反。對談判滿意度較高的是跑步機速度較快、而不是速度較慢的那些人。樂於進行談判的人似乎把心跳加快視爲興奮的信號，較強的心理喚醒因此讓他們有了更好的體驗。

In the second study, we wanted to see if this pattern also extends to economic performance. This time, we let some participants walk continuously while negotiating on their cell phones to increase their heart rate, whereas others stayed seated for their negotiations. Both groups conducted a mock employment negotiation over the phone.

在第二項實驗中，我們想看看在人們在經濟領域的表現是不是也存在同樣的規律。這次，我們讓部分參與者在打手機時不停地走動，以提高他們的心率，其他參與者則坐着打手機。這兩組參與者都通過手機進行了一次模擬面試。

Consistent with our findings from the first study, individuals who dread negotiating felt less satisfied when they experienced heightened arousal (triggered by walking) compared to when they remained seated. They also achieved lower economic outcomes. In contrast, individuals who enjoy negotiating felt more satisfied with the negotiation when walking throughout, and also performed better when aroused compared to when seated.

第二項實驗的結果和第一項相同，害怕談判的人在心理喚醒較強（原因是走動）時的滿意度低於他們坐着的時候，此時他們在談判中獲得的經濟效益也較少。相反，喜歡談判的人在邊走邊談時感到比較滿意，和坐着不動相比，心理喚醒較強時他們在經濟方面的表現也較好。

The lesson from these studies is that the conventional wisdom isn't always so wise. If you dread negotiating, you're probably best served trying to stay calm in your negotiations in order to minimize such visceral responses. On the other hand, if you look forward to negotiating, you might want to actively attempt to raise your heart rate beforehand. Although these studies were limited to negotiation, it's worthwhile to consider if the same lessons might apply to other contexts such as public speaking, test performance, or competitive sports. Whether we interpret our physiological arousal as nervousness or excitement might depend on our prior attitudes toward the task at hand. If it's something we dread, then making an effort to maintain our composure might be valuable.

這兩項實驗告訴我們，常識並不總是對的。如果害怕談判，你最好在談判時保持平靜，以儘量減少上述生理反應。相反，如果期待談判，你可能需要在談判前主動設法讓自己的心跳加快。雖然這兩項實驗的範圍僅限於談判，但我們值得考慮一下這些實驗結論是否適用於其他場合，比如在公開場合發言，參加考試或者競技性運動項目。我們把自己的心理喚醒解釋爲緊張還是興奮可能取決於我們對當前任務的固有態度。如果它讓我們感到害怕，那麼設法保持鎮定就可能有很大價值。

But if it's a task we enjoy, it might be better to get pumped up!

但是，如果我們喜歡這項任務，那麼比較好的做法就可能是給自己打打氣。

Dr. Ashley D. Brown worked on this research as a Ph.D. student at the MIT Sloan School of Management with Prof. Jared R. Curhan. Brown is now a research associate in the Psychology Department at Stanford University.

本文作者在麻省理工斯隆商學院攻讀博士學位時和賈裏德•科爾漢教授共同進行了上述研究。作者目前是斯坦福大學心理系副研究員。