Across four studies, we describe the influence of anxiety on negotiations. Our results offer a conservative test of the influence of anxiety on negotiations by focusing on incidental anxiety (anxiety triggered by an unrelated source). We find that anxiety causes negotiators to make steep and fast concessions. Anxious negotiators earned significantly lower payoffs than non-anxious negotiators. The relationship between anxiety and negotiation behavior is moderated by self-efficacy. We manipulate self-efficacy and find that boosting self-efficacy mitigates the influence of anxiety on negotiations.