Use Stress to: Get Your Way
Want a raise but don’t like negotiating? It may be time for a change of attitude. A 2013 MIT study found that individuals who claimed to enjoy negotiating actually walked away from the table with better deals when their heart rates were artificially raised to simulate stress (by walking on a treadmill) than those who reported being less enthusiastic about the idea of bargaining. The study authors noted that the individuals who reported enjoying negotiating interpreted their nervous energy as excitement, which caused them to negotiate more effectively than the other group and even themselves when they were calm.