Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit

By Alison Wood Brooks, Maurice E. Schweitzer. 2011

301 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/888ba622e34891740e97bcba128c76ffe8d41b25

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In Organizational Behavior and Human Resource Management

In Social Psychology

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Citations in the corpus

When overconfidence is revealed to others: Testing the status-enhancement theory of overconfidence (2013, background): “Past studies have found that lower anxiety relates to higher performance on a variety of tasks, from academic tests to interpersonal interactions (Brooks & Schweitzer, 2001; Glass, Merluzzi, Biever, & Larsen, 1982; Littlepage, Morris, & Poole, 1991; Osborne, 2001; Plaks & Stecher, 2007; Steele,…”
Sub-dimensions of the four factor model of cultural intelligence : expanding the conceptualization and measurement of cultural intelligence (2012, background): “Those who feel agentic and see the potential value of cultural diversity are better able to sustain the energy necessary for effective interactions (Brooks & Schweitzer, 2011; Wood, Bandura, & Bailey, 1990).”
Anxiety and Ephemeral Social Media Use in Negative eWOM Creation (2018, methodology): “Anxiety includes feelings of anxiousness, apprehension or nervousness (Brooks and Schweitzer 2011).”
What Makes Online Content Viral? (2012, unknown): “Indeed, this excitatory state has been shown to increase action related behaviors such as getting up to help others (Gaertner and Dovidio 1977) and responding faster to offers in nego (Brooks and Schweitzer 2011).”
The consequences of faking anger in negotiations (2013, background): “However, in past research, anxious negotiators made low initial offers and ultimately did worse in negotiations than neutral negotiators (Brooks & Schweitzer, 2011).”
Don’t stop believing: Rituals improve performance by decreasing anxiety (2016, background): “After participants finished singing, we asked them to think back to how they felt before their performance and indicate the extent to which they felt each of seven emotions (see Brooks & Schweitzer, 2011) on a seven-point scale (1 = Not at all, 7 = Very much).”
Word of mouth and interpersonal communication: A review and directions for future research (2014, background): “Arousal in characterized by activity (Heilman, 1997) and this excitatory state has been shown to increase a broad range of action related behaviors like helping (Gaertner & Dovidio, 1977) and responding faster to offers in negotiations (Brooks & Schweitzer, 2011).”