Jeff has a reputation for shouting angrily while negotiating. In contrast, Anita is known for her soft-spoken agreeable approach to negotiations. Jeff is more likely to get the concessions he wants than Anita.

Question

Quizplus · Accepted Answer

Showing anger during negotiations can be effective. Having a history of showing anger actually induces more concessions because the other party perceives the negotiator as "tough."

Jeff Has a Reputation for Shouting Angrily While Negotiating