As a follow-up to my last blog post about the value of a handshake, I was reading an article about increased ethical lapses in business. The article quoted a study explaining the “morning morality effect.” This phenomenon is the inclination to be more honest in the morning and more likely to lie or cheat later in the day.
“The unremarkable events of everyday living can accumulate to weaken people’s ability to self-regulate their behavior,” researchers Maryam Kouchaki and Isaac Smith explained recently in the journal Psychological Science. Ordinary fatigue, it seems, can make us more duplicitous.
While this might seem rather crazy, it is worth recognizing that we all have a tendency to cut corners when we are tired. So remember to negotiate deals with a fresh and clear mind, and it appears you should do it in the morning.