How anxiety affects negotiations

- [Interviewer] Nervous is another word for anxiety. You talk about being nervous before negotiating. I'm interested to see, in your class or in the real world, how often you've seen real anxiety come up in people before a negotiation, even a negotiation exercise. - [Guest] So constantly. You know, when we go into our first negotiation in the class, it's a competitive negotiation. People pair up. It's strictly about outcome. There's a buyer and a seller. Buyers try to buy low; sellers try to sell high. And then we post the results on the board. Everybody has to write their names on the board, right, and I show the whole class their numbers. And the degree of anxiety that shows up in that room is through the roof. And you know, I do that on purpose, because I want people to experience that in order to then be able to give them tools to deal with that. So when they feel that in their real negotiations, they can start managing how they're feeling and what they're doing. Because, you…