I have always recommended that people have snacks available during lengthy negotiations and most of us have heard the advice to “eat first, then do business”… Well, here is a study that reinforces it even further.
A recent study at the University of South Dakota unveiled how blood glucose levels impact the way we think about present and future rewards. Basically, our blood sugar is attached to our decision making abilities in a very real way.
Prior to a negotiation exercise, researchers gave one group of volunteers a regular, sugar-filled soda and gave the other group of volunteers diet soda. They found that members of the diet soda group were more likely to opt for smaller, immediate rewards while the full sugar soda group were more likely to opt for a later, larger reward. They call the behavior of opting for small, immediate rewards “future discounting” and suggest that it is indicative of a lack of self control.
These findings suggest that decision making and metabolism are linked – maybe hungry people are less optimistic about the future. Less faith in the future often leads to hasty decisions based on the “small picture”.
Think about this next time you go to the bargaining table – and have a treat before you meet!
Be a Ninja!
Nancy
