Ideas from van Kleef, Gerben A.

 
Angry Wikipe-tan (Source: Wikimedia Commons)

Using Anger in Negotiations - Real and Fake

Idea posted: May 2013
  • Leadership & Change
  • Operations

Previous studies indicated that in negotiations, the anger of one party would lead to concessions from the other party. New research shows, however, that there is a difference between real anger and feigned anger. While real anger might be effective in negotiations — causing the other party to think of the negotiator as tough and less likely to make concessions — new research reveals that faked anger will actually backfire. The reason being that counterparts in the negotiation see through the feigned emotion, lose their trust in the good faith and sincerity of the negotiators, and thus

Idea #209
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