Hot or Cold: Anger and Threats in the Negotiation Process Essay

Hot or Cold: Anger and Threats in the Negotiation Process
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Hot or Cold: Anger and Threats in Negotiation
Negotiating is a core skill that all people must aspire to cultivate. It essentially enables individuals to make a case for themselves and in doing so get the best out of every situation that they find themselves in. More importantly, it is vital to note that successful negotiations require applying a host of skills and tactics. Two of the most commonly used approaches involve using anger and threats in the negotiation process (Sinaceur., Van Kleef, Neale, Adam, & Haag, 2011). Although both of these factors are heavily used, it is important to note that threats are far more effective than anger whenever negotiations are involved.
According to Sinaceur and colleagues, communicating anger rarely resulted in greater concessions during negotiations as compared to communicating threats (Sinaceur et al., 2011). The ability to use threatening language in a cold and calculated way was found to be much mo...