The_Essential_Manager_s_Handbook

MANAGING EMOTIONS / 419

STRATEGIC USE OF ANGER

Some negotiators successfully use displays of anger strategically to try

to encourage the other party to agree to their demands. They aim to gain

concessions from their opponent because the other party takes their

anger as a sign that they are close to their reservation point. Inducing fear

in their opponent pushes that person to cave in and agree. It sends the

signal that they would rather walk away from the table without reaching

an agreement than settle for less than what they want. The opponent may

also wish to end the unpleasant interaction by giving in.

In focus

BEING POSITIVE

Some negotiators believe that displaying positive

emotions enhances the quality of the negotiated

agreement, because a good mood promotes

creative thinking, leads to innovative problem-

solving, and smoothes out communication.

Negotiators with a positive approach use more

cooperative strategies, use fewer hard tactics,

engage in more information exchange, generate

more alternatives, and come to fewer impasses

than negotiators with a negative or rational mood.

BEING NEGATIVE

Negotiators who use the negative approach

display anger, rage, and impatience to influence

the other party. Anger is sometimes used

strategically, but negotiators who are genuinely

angry feel little compassion for the other party,

and are less effective at expanding and slicing

the pie than positive negotiators. They tend to

achieve fewer win–win gains when angry than

when they experience positive emotions. Angry

negotiators are also less willing to cooperate

and more likely to seek revenge.

US_418-419_Managing_emotions_1.indd 419 30/05/16 3:07 pm