Work Up a Sweat, and Bargain Better
About to talk to your sergeant about something hard? Have to persuade someone to do something they don’t want to do? A police association leader heading into contract talks? If so, you might be interested in a new study from MIT published in the journal Psychological Science that found a person who negotiates while moving — say, pacing on the cellphone while bargaining — can see improved results.
But better outcomes seen with exertion tend to come only to people who are confident heading into the negotiation in the first place. If they are nervous and pace around, it may make things worse. – by Matt Richtel, The New York Times