Innovation

Never lose your temper during negotiations

Jaclyn Densley /

Recent research conducted by professors out of Stanford University and INSEAD has compared the effects of showing anger (whether real or feigned) in negotiations with the effects of cool but open threats.

“Our results show that anger isn’t as effective as a simple threat in getting people to concede,” says Margaret Neale, a Stanford professor of organisations and dispute resolution who participated in the research.

Visit Inc. magazine for the full story here.

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