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The Truth About Better Business Communication (Collection) by Leigh Thompson, James O’Rourke, Claire Meirowitz, Natalie Canavor

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TRUTH 39. Responding to temper tantrums

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

Many temper tantrums are not genuine. Rather, they are carefully orchestrated displays of emotion designed to evoke a response in the counterparty. This is the difference between felt emotion and strategic displays of emotion.

In a staged study situation23 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 ...

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