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Learn the Art of Logic and Persuasion (Collection) by Leigh Thompson, Jonathan Herring

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Truth 30. Responding to temper tantrums

Several negotiators, such as Donald Trump, are renowned for throwing temper tantrums at the bargaining table. Often this means hurling china plates, stalking out, making threats, and using verbal abuse. Is this behavior effective in eliciting concessions from the counterparty?

In a staged study simulation to determine whether it is a good or bad idea to display negative emotion at the bargaining table, negotiators were given a “deteriorating best alternative to a negotiated agreement (BATNA),” meaning that their alternative courses of action were disappearing fast, and the only game that was left in town was to work with Negotiator X.15 Negotiator X was coached to adopt one of three emotional styles: very ...

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