出汗和心跳加快有助于谈判

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.
在第二项实验中，我们想看看在人们在经济领域的表现是不是也存在同样的规律。这次，我们让部分参与者在打手机时不停地走动，以提高他们的心率，其他参与者则坐着打手机。这两组参与者都通过手机进行了一次模拟面试。

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.
第二项实验的结果和第一项相同，害怕谈判的人在心理唤醒较强（原因是走动）时的满意度低于他们坐着的时候，此时他们在谈判中获得的经济效益也较少。相反，喜欢谈判的人在边走边谈时感到比较满意，和坐着不动相比，心理唤醒较强时他们在经济方面的表现也较好。

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.
这两项实验告诉我们，常识并不总是对的。如果害怕谈判，你最好在谈判时保持平静，以尽量减少上述生理反应。相反，如果期待谈判，你可能需要在谈判前主动设法让自己的心跳加快。虽然这两项实验的范围仅限于谈判，但我们值得考虑一下这些实验结论是否适用于其他场合，比如在公开场合发言，参加考试或者竞技性运动项目。我们把自己的心理唤醒解释为紧张还是兴奋可能取决于我们对当前任务的固有态度。如果它让我们感到害怕，那么设法保持镇定就可能有很大价值。

But if it's a task we enjoy, it might be better to get pumped up!
但是，如果我们喜欢这项任务，那么比较好的做法就可能是给自己打打气。

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学院攻读博士学位时和贾里德•科尔汉教授共同进行了上述研究。作者目前是斯坦福大学心理系副研究员。