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Adaptive Appraisals of Anxiety Moderate the Association between Cortisol Reactivity and Performance in Salary Negotiations

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  • Modupe Akinola
  • Ilona Fridman
  • Shira Mor
  • Michael W Morris
  • Alia J Crum

Abstract

Prior research suggests that stress can be harmful in high-stakes contexts such as negotiations. However, few studies actually measure stress physiologically during negotiations, nor do studies offer interventions to combat the potential negative effects of heightened physiological responses in negotiation contexts. In the current research, we offer evidence that the negative effects of cortisol increases on negotiation performance can be reduced through a reappraisal of anxiety manipulation. We experimentally induced adaptive appraisals by randomly assigning 97 male and female participants to receive either instructions to appraise their anxiety as beneficial to the negotiation or no specific instructions on how to appraise the situation. We also measured participants’ cortisol responses prior to and following the negotiation. Results revealed that cortisol increases were positively related to negotiation performance for participants who were told to view anxiety as beneficial, and not detrimental, for negotiation performance (appraisal condition). In contrast, cortisol increases were negatively related to negotiation performance for participants given no instructions on appraising their anxiety (control condition). These findings offer a means through which to combat the potentially deleterious effects of heightened cortisol reactivity on negotiation outcomes.

Suggested Citation

  • Modupe Akinola & Ilona Fridman & Shira Mor & Michael W Morris & Alia J Crum, 2016. "Adaptive Appraisals of Anxiety Moderate the Association between Cortisol Reactivity and Performance in Salary Negotiations," PLOS ONE, Public Library of Science, vol. 11(12), pages 1-10, December.
    • Handle: RePEc:plo:pone00:0167977
    DOI: 10.1371/journal.pone.0167977
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    References listed on IDEAS

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    1. Kray, Laura J. & Galinsky, Adam D. & Thompson, Leigh, 2002. "Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 386-410, March.
    2. Brooks, Alison Wood & Schweitzer, Maurice E., 2011. "Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 43-54, May.
    3. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2007. "Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask," Organizational Behavior and Human Decision Processes, Elsevier, vol. 103(1), pages 84-103, May.
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    Cited by:

    1. Jenny J W Liu & Natalie Ein & Julia Gervasio & Kristin Vickers, 2019. "The efficacy of stress reappraisal interventions on stress responsivity: A meta-analysis and systematic review of existing evidence," PLOS ONE, Public Library of Science, vol. 14(2), pages 1-22, February.
    2. Mobasseri, Sanaz & Stein, Daniel H. & Carney, Dana R., 2022. "The accurate judgment of social network characteristics in the lab and field using thin slices of the behavioral stream," Organizational Behavior and Human Decision Processes, Elsevier, vol. 168(C).

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