出汗和心跳加快有助于谈判
<p><span word="We">We</span> <span word="negotiate">negotiate</span> <span word="nearly">nearly</span> <span word="every">every</span> <span word="day">day</span>. <span word="While">While</span> <span word="the">the</span> <span word="term">term</span> "<span word="negotiation">negotiation</span>" <span word="often">often</span> <span word="brings">brings</span> <span word="to">to</span> <span word="mind">mind</span> <span word="larger">larger</span>-<span word="stake">stake</span> <span word="deals">deals</span>, <span word="such">such</span> <span word="as">as</span> <span word="the">the</span> <span word="purchase">purchase</span> <span word="of">of</span> <span word="a">a</span> <span word="new">new</span> <span word="home">home</span> <span word="or">or</span> <span word="car">car</span>, <span word="more">more</span> <span word="often">often</span> <span word="these">these</span> <span word="negotiations">negotiations</span> <span word="are">are</span> <span word="smaller">smaller</span> <span word="and">and</span> <span word="involve">involve</span> <span word="project">project</span> <span word="deadlines">deadlines</span> <span word="at">at</span> <span word="work">work</span> <span word="or">or</span> <span word="divvying">divvying</span> <span word="up">up</span> <span word="of">of</span> <span word="household">household</span> <span word="responsibilities">responsibilities</span>.</p><p>我们差不多每天都在谈判。谈判这个词经常让人们想到规模较大的交易，比如购置新居或者买车；但在更多情况下，我们所谈的问题都比较小，内容无外乎工作中的项目截止时间或者家庭责任的分配。</p><p><span word="Many">Many</span> <span word="of">of</span> <span word="us">us</span>, <span word="myself">myself</span> <span word="included">included</span>, <span word="can">can</span>'<span word="t">t</span> <span word="stand">stand</span> <span word="negotiations">negotiations</span> <span word="whether">whether</span> <span word="big">big</span> <span word="or">or</span> <span word="small">small</span> -- <span word="so">so</span> <span word="much">much</span> <span word="so">so</span> <span word="that">that</span> <span word="it">it</span> <span word="comes">comes</span> <span word="as">as</span> <span word="a">a</span> <span word="surprise">surprise</span> <span word="that">that</span> <span word="others">others</span> <span word="actually">actually</span> <span word="relish">relish</span> <span word="each">each</span> <span word="chance">chance</span> <span word="they">they</span> <span word="get">get</span> <span word="to">to</span> <span word="negotiate">negotiate</span>.</p><p>包括我在内，我们中的许多人都受不了谈判，无论谈判的事项是大是小——而且由于谈判对我们来说是这么不堪忍受，以至于我们很惊讶，为什么别人会殷切期盼谈判的机会。</p><p><span word="Regardless">Regardless</span> <span word="of">of</span> <span word="which">which</span> <span word="camp">camp</span> <span word="you">you</span>'<span word="re">re</span> <span word="in">in</span>, <span word="most">most</span> <span word="of">of</span> <span word="us">us</span> <span word="can">can</span> <span word="relate">relate</span> <span word="to">to</span> <span word="the">the</span> <span word="feeling">feeling</span> <span word="of">of</span> <span word="pounding">pounding</span> <span word="hearts">hearts</span> <span word="and">and</span> <span word="sweaty">sweaty</span> <span word="palms">palms</span> <span word="when">when</span> <span word="we">we</span> <span word="negotiate">negotiate</span>. <span word="Do">Do</span> <span word="these">these</span> <span word="visceral">visceral</span> <span word="responses">responses</span> -- <span word="also">also</span> <span word="known">known</span> <span word="as">as</span> <span word="physiological">physiological</span> <span word="arousal">arousal</span> -- <span word="hurt">hurt</span> <span word="or">or</span> <span word="help">help</span> <span word="us">us</span>?</p><p>无论你属于哪一类，我们中的大多数人在谈判时都会感到心跳加快，手心出汗。这些生理反应被称为心理唤醒，对我们来说它们是有害还是有益呢？</p><p><span word="Most">Most</span> <span word="people">people</span> (<span word="and">and</span> <span word="existing">existing</span> <span word="research">research</span>) <span word="consider">consider</span> <span word="sweating">sweating</span> <span word="it">it</span> <span word="to">to</span> <span word="be">be</span> <span word="detrimental">detrimental</span>; <span word="that">that</span> <span word="the">the</span> <span word="key">key</span> <span word="to">to</span> <span word="negotiating">negotiating</span> <span word="is">is</span> <span word="to">to</span> <span word="stay">stay</span> <span word="calm">calm</span> <span word="and">and</span> <span word="collected">collected</span>. <span word="However">However</span>, <span word="that">that</span>'<span word="s">s</span> <span word="misleading">misleading</span>, <span word="according">according</span> <span word="to">to</span> <span word="what">what</span> <span word="I">I</span> <span word="found">found</span> <span word="in">in</span> <span word="my">my</span> <span word="research">research</span> <span word="with">with</span> <span word="Jared">Jared</span> <span word="R">R</span>. <span word="Curhan">Curhan</span>, <span word="which">which</span> <span word="was">was</span> <span word="recently">recently</span> <span word="published">published</span> <span word="in">in</span> <span word="Psychological">Psychological</span> <span word="Science">Science</span>. <span word="We">We</span> <span word="found">found</span> <span word="that">that</span> <span word="sweaty">sweaty</span> <span word="palms">palms</span> <span word="and">and</span> <span word="pounding">pounding</span> <span word="hearts">hearts</span> <span word="aren">aren</span>'<span word="t">t</span> <span word="inherently">inherently</span> <span word="a">a</span> <span word="bad">bad</span> <span word="thing">thing</span>. <span word="The">The</span> <span word="effect">effect</span> <span word="really">really</span> <span word="depends">depends</span> <span word="on">on</span> <span word="your">your</span> <span word="preexisting">preexisting</span> <span word="attitudes">attitudes</span> <span word="toward">toward</span> <span word="negotiation">negotiation</span> <span word="and">and</span> <span word="whether">whether</span> <span word="you">you</span> <span word="interpret">interpret</span> <span word="these">these</span> <span word="physiological">physiological</span> <span word="responses">responses</span> <span word="as">as</span> <span word="a">a</span> <span word="sign">sign</span> <span word="of">of</span> <span word="nervousness">nervousness</span> <span word="or">or</span> <span word="excitement">excitement</span>.</p>
页:
[1]