{
  "title": "In Zurich, does expressing anger help in negotiations?",
  "url": "https://www.shr.swiss/blog/zurich-exprimer-colere-negociation-concessions-en",
  "language": "en",
  "datePublished": "2025-06-11",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Anger can elicit concessions. Research nevertheless falls short of establishing it as a communication technique worth recommending.",
  "section": "Research",
  "topic": "Communication",
  "place": {
    "name": "Zurich",
    "region": "Zurich",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Gerben A."
    },
    {
      "heading": "Emotion as information about limits",
      "point": "In their second article, on motivated information processing, Gerben A."
    },
    {
      "heading": "The premature conclusion",
      "point": "It would be tempting to conclude that managers should display anger to defend their constraints."
    },
    {
      "heading": "What the evidence leaves unresolved",
      "point": "The experiments use structured negotiations and controlled emotional expressions; they do not reproduce the full relational history of a team or partnership."
    },
    {
      "heading": "A practical check in Zurich",
      "point": "As part of SHR's “[Communication](/formation-communication-zurich)” programme, a Zurich team can compare two ways of expressing the same disagreement in a simulation: one conveying anger without personal attacks, the other calmly stating the limit, its rationale and room for negotiation."
    }
  ],
  "sources": [
    {
      "authors": "Manstead",
      "year": "2004",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 432,
  "image": "https://www.shr.swiss/img/blog-Training-Communication-Zurich-zurich-exprimer-colere-negociation-concessions-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/zurich-exprimer-colere-negociation-concessions",
    "en": "https://www.shr.swiss/blog/zurich-exprimer-colere-negociation-concessions-en",
    "de": "https://www.shr.swiss/blog/zurich-exprimer-colere-negociation-concessions-de",
    "it": "https://www.shr.swiss/blog/zurich-exprimer-colere-negociation-concessions-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-communication-zurich",
    "city": "https://www.shr.swiss/formations-ville/zurich",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}