Think Angering Someone is How to Negotiate? Think Again. You Listening, Trump?
Well, Donald Trump thinks it works for him but a new study says that it doesn't pay to play angry when you're trying to negotiate . According to experts, “You’re likely going to pay a real price for the anger you express,” says Bill Bottom at newswise.com. He's the Joyce and Howard Wood Distinguished Professor of Organizational Behavior at Olin and senior author on the paper published online March 18 by the Journal of Behavioral Decision Making . Bottom, who studies social and psychological aspects of negotiation,notes that accounts published in top-notch media outlets baldly made statements akin to, “it pays to be angry," at the website. Not quite, he explains. “When you convince somebody to act like this, whether it’s with their boss or trying to buy a car or trying to sell a car, we’re doing a disservice if we’re making such grandiose claims,” Bottom states. So why does Trump do it? In some ways, it may work for him, when you l...