Some
fascinating new research at MIT reveals that working up a sweat can actually
help your sales negotiating powers…as long as you interpret your physical
condition correctly. Sounds crazy, right?
Here’s
what the experiments showed. The symptoms of vigorous exercise, breathlessness
and perspiration, can be seen either as the result of great anxiety or of great
excitement. If you indulge in physical exercise just before you meet a
challenge, whether a test or public speaking for instance, and you ascribe the
symptoms to worry over the results, you will not do well. However, if you
instead interpret the symptoms to getting excited about the upcoming challenge,
you will exceed expectations.
Work
up a sweat and tell yourself that you are really looking forward to testing
your skills at negotiating. According to the MIT study, you will perform better.
Why not give it a try the next time you are closing a deal that requires some
tough negotiations?
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