Hot or Cold: Is Communicating Anger or Threats More Effective in Negotiation
- Read the required article for this week’s discussion, and answer the following question:
- Are threats or anger more effective in negotiation?
- Please discuss the authors’ findings on the issue, and provide your own input based on the experience.
Sinaceur, M., Van Kleef, G. A., Neale, M. A., Adam, H., & Haag, C. (2011). Hot or cold: Is communicating anger or threats more effective in negotiation? Journal of Applied Psychology, 96(5), 1018-1032.
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