If you want to stand firm in a negotiation, put down that hot cup of coffee.
While we love coffee — worldwide, we drink 500 billion cups a year — holding a hot beverage has strange effects on our willingness to accommodate the person we’re talking to.
A 2008 study by Lawrence Williams of the University of Colorado and John A. Bargh of Yale sheds light on why.
R esearchers asked participants to come to the lab to answer a short questionnaire — standard research practice, right? But the experiment started before they entered the room.