Whether anger impacts negotiation outcomes depends on ethnicity of negotiator
Tuesday, May 7, 2013 - 07:00
in Psychology & Sociology
(Phys.org) —It's said you should never go to bed angry, but what about to the negotiation table? Researchers at Rice University and New York University suggest that ethnic backgrounds can influence the effectiveness of expressing anger in negotiations. In a series of studies, the researchers found that angry individuals of East Asian descent are perceived as tougher negotiators than their angry European-American counterparts, and consequently elicit greater cooperation at the negotiation table.