Does Anger Influence Negotiations? | Psych Central News
Becoming agitated and angry may help your cause if you are negotiating with European Americans, but in negotiations with East Asians, anger may be counterproductive.
At least so says a new study on how people from different cultures react to anger in negotiations.
Traditionally, research on negotiations has shown that anger is a good strategy – it gets you larger concessions than other emotions, like happiness, or no emotions. But these studies have mostly been carried out in Western populations, says Hajo Adam, of the European Institute of Business Administration (INSEAD) in France, who coauthored the new study with William Maddux of INSEAD and Aiwa Shirako of the University of California – Berkeley.
Adam noticed differences in emotions at the institute where he works.
via Does Anger Influence Negotiations? | Psych Central News.
