{
  "title": "Is anger a weapon in negotiation?",
  "url": "https://www.shr.swiss/blog/la-colere-est-elle-une-arme-en-negociation-en",
  "language": "en",
  "datePublished": "2026-01-26",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Simulated computer messages.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Neuchâtel",
    "region": "Neuchâtel",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The research",
      "point": "Van Kleef, De Dreu and Manstead (2004, JPSP) find people concede more to angry opponents, especially with few alternatives.."
    },
    {
      "heading": "The limit",
      "point": "Simulated computer messages."
    },
    {
      "heading": "Practical check in Neuchâtel",
      "point": "Log concessions made under pressure and check against your plan."
    }
  ],
  "sources": [
    {
      "authors": "Dreu and Manstead",
      "year": "2004",
      "source": "JPSP"
    }
  ],
  "wordCount": 72,
  "image": "https://www.shr.swiss/img/blog-editorial-2026-01-26-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/la-colere-est-elle-une-arme-en-negociation",
    "en": "https://www.shr.swiss/blog/la-colere-est-elle-une-arme-en-negociation-en",
    "de": "https://www.shr.swiss/blog/la-colere-est-elle-une-arme-en-negociation-de",
    "it": "https://www.shr.swiss/blog/la-colere-est-elle-une-arme-en-negociation-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/neuchatel",
    "city": "https://www.shr.swiss/formations-ville/neuchatel",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}