Professor Alison Wood Brooks

And what research have you done?

What are the reference points you're pulling on?

Do you do your own research?

And give me a flavor of the volume.

So you did a study in 2011?

Yes, yes.

The Nervous Nelly Negotiation Study?

So what did that study show, those two studies, the nervous and early one, but also the excitement?

And what was the sort of mechanics of the study?

Just by me saying, I am excited.

Yeah.

So the other day when I met my team members' family, I should have been saying to myself, I'm so excited to meet them.

So interesting.

I have this behind the scenes channel called Behind the Diary on YouTube.

And the other day when I did Jimmy Fallon, because it's kind of outside of my wheelhouse to go on like late night TV in America and like seven minutes to be funny or whatever.

So I was shitting myself because I'm a very serious guy.

But before I went out, there's a video of me and I said to my team, what I said to myself before the little curtain opened was, this is going to be amazing.

Can't wait.

You've like prepared for this.

I said all this nonsense in my head thinking that it was nonsense.