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Harvard Daily Blog:  In Business Negotiations, Eat Before You Negotiate

08 Nov 2021
In business negotiations, “hunger gains” may backfire.

Originally found at Harvard Daily Blog by Katie Shonk

When preparing for your next business negotiations, you may want to strategize not only about what you’ll put on the bargaining table, but also how much food you’ll put in your belly beforehand.

That’s the message of new research that Cornell University professor Emily Zitek and Dartmouth College professor Alexander Jordan presented at the annual meetings of the Academy of Management in August. In two experiments, the researchers found that undergraduate students felt a greater sense of entitlement when they were hungry than when they were not. The researchers define entitlement as the sense that one is more deserving of positive outcomes than other people are.

Continue reading the original article at Harvard Daily Blog

Read the original research in Academy of Management Proceedings

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