Hot Or Cold: Is Communicating Anger Or Threats More Effective In Negotiation
W5 Discussion “Hot or Cold"
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, 96(5), 1018-1032.
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