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,
As per the research done by Sinaceur and Van, threats or anger can prove out to be more effective in negotiations in certain scenarios where the second party in the agreement had an attractive alternative to a negotiated agreement. Other factors are also important to ensure the effectiveness of threats, like implementing a cold strategy instead of emotional
