Is anger a weapon in negotiation?
Is anger a weapon in negotiation? — what studies show, and what they don't.
The research
Van Kleef, De Dreu and Manstead (2004, JPSP) find people concede more to angry opponents, especially with few alternatives.
The limit
Simulated computer messages. (our executive and employee training programmes)
Practical check in Neuchâtel
Log concessions made under pressure and check against your plan. To go further: explore the Advanced Negotiation training in Neuchâtel, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Neuchâtel
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