Tag Archives: Reattribution

Anxiety Undermines Negotiation Performance

Maurice Schweitzer

Maurice Schweitzer

Anxious negotiators make lower first offers, end negotiations earlier, and earn lower profits than calmer negotiation counterparts.

 Harvard’s Alison Wood Brooks and Maurice E. Schweitzer of University of Pennsylvania found that these negotiations patterns occurred due to participants’ “low self-efficacy” beliefs.

Alison Wood Brooks

Alison Wood Brooks

Brooks and Schweitzer induced anxious feelings or neutral reactions during “shrinking-pie” negotiation tasks.
Negotiators who reported feeling anxious expected to achieve lower profits, presented more cautious offers, and responded cautiously to proposals by negotiation counterparts.

Negotiators who achieved better outcomes managed their emotions with strategies including:

Julie Norem

Julie Norem

  • Strategic optimism, by calmly expecting positive outcomes, according to University of Miami’s Stacie Spencer and Julie Norem of Wellesley,
  • Reattribution, by considering alternate interpretations of events.

Approaches with mixed results include:

  • Andrew Elliot

    Andrew Elliot

    “Self-handicapping”, defined as creating obstacles to explain poor outcomes and preserve self-esteem, according to University of Rochester’s Andrew Elliott and Marcy Church of St. Mary’s University,

  • Defensive pessimism, marked by high motivation toward achievement coupled with negative expectations for future challenges, leading to increased effort and preparation, according to Wellesley College’s Julie Norem and Edward Chang of University of Michigan.
Edward Chang

Edward Chang

Norem and Cantor concluded that defensive pessimists performed worse when told that that they could expect to perform well on anagram and puzzle tasks.

Defensive pessimism among university students was related to lower self-esteem, higher self-criticism, more pessimism, and frequent discounting of previous successful performances, according to Norem and Brown’s Jasmina Burdzovic Andreas.

Jasmina Burdzovic Andreas

Jasmina Burdzovic Andreas

However, they also found that self-esteem increased to almost the same levels as optimists during university years.
Pessimists’ precautionary countermeasures may have resulted in strong performance, which built credible self-esteem.

Defensive pessimism may be an effective approach to managing anxiety and performance motivation.

-*How do you manage anxiety in high-stakes negotiations?

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©Kathryn Welds

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Loneliness as Health Risk; Reframing Can Help

Julianne Holt-Lundstad

Julianne Holt-Lundstad

Loneliness increases mortality risk by 26 percent, comparable to health risks of obesity, cigarette smoking, and excessive alcohol use, according to Brigham Young University’s Julianne Holt-Lunstad, Timothy B. Smith, Mark Baker, Tyler Harris, and David Stephenson.
Besides triggering emotional discomfort, loneliness harms people’s health.

Timothy Smith

Timothy Smith

Loneliness and social isolation differ.
Some people report feeling lonely in the presence of others, whereas socially isolated people may not report loneliness.
However, both loneliness and social isolation increased risk for mortality in a meta-analysis of more than 3 million participants in studies of loneliness, social isolation, and living alone.

Megan Knowles

Megan Knowles

Lonely individuals benefited more from learning to cope with social performance anxiety than from developing social skills, found Franklin & Marshall College’s Megan L. Knowles, Gale M. Lucas of University of Southern CaliforniaFlorida State University’s Roy Baumeister, and Wendi L. Gardner of Northwestern.

Gale M. Lucas

Gale M. Lucas

More than 85 volunteers completed a loneliness self-report, then identified emotions expressed on computer-presented faces.
Self-described lonely people out-performed non-lonely people when social sensitivity tasks were described as measures of “academic aptitude.”

Roy Baumeister

However, lonely participants performed worse when tasks were presented as tests of “social aptitude.”
These volunteers also reported difficulty forming and maintaining friendships, suggesting that social anxiety leads to “choking” in social “performance” situations.
The result is continued loneliness.

Wendi Gardner

Wendi Gardner

Lonely people may be more socially competent than the non-lonely: They were more skilled at remembering social information in studies by Northwestern’s Wendi L. Gardner, Cynthia L. Pickett of University of California Davis, and Ohio State University’s Marilynn B. Brewer.
The team assessed social recall by presenting volunteers with a simulated computer chat task that provided brief acceptance or rejection experiences, then a diary containing both social and individual events.

Cynthia L. Pickett

Cynthia L. Pickett

When social anxiety could be reattributed to an external cause , task  performance increased.
Volunteers consumed a non-caffeinated energy beverage and learned that any jitters they might experience could be attributed to the “caffeine” they’d just consumed.
This explanation provided a plausible but false rationale for anxious feelings.

Alison Wood Brooks

Alison Wood Brooks

Similarly, Harvard’s Alison Wood Brooks found that reframing nervousness as “excitement” helped people perform better on stressful tasks.

An additional coping approach for lonely people is modifying personal mindsets following social loss cues.

Carol Dweck

Carol Dweck

Fixed mindset, identified by Stanford’s Carol Dweck, is a belief that personal capabilities are limited to present capacities.
This perspective is similar to
security-oriented, prevention-focused behaviors of lonely people observed by University of Southern California’s Lucas with Knowles, Gardner, Daniel C. Molden and Valerie E. Jefferis of Northwestern.
This mindset can lead to fear, anxiety, protectiveness and guardedness.

Daniel Molden

Daniel Molden

In contrast, growth mindset is similar to promotion-focused responses like attempts at social engagement.
This developmental mindset holds that personal capabilities can expand based on commitment, effort, practice, instruction, and correcting mistakes.
This view enables teamwork, collaboration, and social interaction.

Marilynn Brewer

Marilynn Brewer

To demonstrate these effects, Lucas’s group gave volunteers cues of acceptance or rejection.
People who received positive primes were more likely to develop a promotion-focused growth mindset.
These participants also reported more effective social thoughts, intentions, and behaviors.

People who experience social anxiety and loneliness can reduce social avoidance by reframing discomfort as “excitement” and by embracing learning and new experiences in a growth mindset.

-*How do you manage loneliness?

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©Kathryn Welds