Showing emotions such as anger has long been considered an invaluable tactic for negotiations. However, latest research suggests that when engaging in a negotiation, one should not only refrain from being angry, but from being emotional at all.
In an article published on the Handelsblatt website, MBS Professor and negotiation expert Dr. Jack Nasher shares his thoughts on how to control one’s emotions, how to react to emotional negotiators, and why in some situations it makes perfect sense to send a substitute negotiator to fill in for your angry self.
Please find the article (in German language) here.
