Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low First Offers, Exit Early, and Earn Less Profit

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Operations, Information and Decisions Papers
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Anxiety
negotiation
bargaining
emotion
self-efficacy
continuous shrinking-pie game
Family, Life Course, and Society
Other Social and Behavioral Sciences
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Policy Design, Analysis, and Evaluation
Social Psychology and Interaction
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Brooks, Alison Wood
Schweitzer, Maurice E
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Abstract

Negotiations trigger anxiety. Across four studies, we demonstrate that anxiety is harmful to negotiator performance. In our experiments, we induced either anxiety or neutral feelings and studied behavior in negotiation and continuous shrinking-pie tasks. Compared to negotiators experiencing neutral feelings, negotiators who feel anxious expect lower outcomes, make lower first offers, respond more quickly to offers, exit bargaining situations earlier, and ultimately obtain worse outcomes. The relationship between anxiety and negotiator behavior is moderated by negotiator self-efficacy; high self-efficacy mitigates the harmful effects of anxiety.

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2011-05-01
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Organizational Behavior and Human Decision Processes
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