Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Exit Early and Make Steep Concessions

36 Pages Posted: 3 Jul 2009

See all articles by Alison Wood Brooks

Alison Wood Brooks

University of Pennsylvania - Operations & Information Management Department

Maurice E. Schweitzer

University of Pennsylvania - Operations & Information Management Department

Date Written: February 2010

Abstract

Across three studies, we demonstrate that anxiety is both commonly associated with negotiations and harmful to negotiator performance. In our experiments, we induced either low anxiety or high anxiety. Compared to negotiators experiencing low levels of anxiety, negotiators who experience high levels of anxiety make steeper concessions and exit bargaining situations earlier. The relationship between anxiety and negotiator behavior is moderated by negotiator self-efficacy; high self-efficacy mitigates the harmful effects of anxiety.

Keywords: anxiety, negotiation, bargaining, emotion, self-efficacy

JEL Classification: D74

Suggested Citation

Brooks, Alison Wood and Schweitzer, Maurice E., Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Exit Early and Make Steep Concessions (February 2010). IACM 23rd Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1427388 or http://dx.doi.org/10.2139/ssrn.1427388

Alison Wood Brooks (Contact Author)

University of Pennsylvania - Operations & Information Management Department ( email )

Philadelphia, PA 19104
United States
215-573-0506 (Phone)
215-898-3664 (Fax)

Maurice E. Schweitzer

University of Pennsylvania - Operations & Information Management Department ( email )

Philadelphia, PA 19104
United States
215-898-4776 (Phone)
215-898-3664 (Fax)

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