7/12/2012 – When Threats are Better than Anger New research at Stanford Business School Finds Negotiators Gain More Concessions with Cool Threats than with Heated Words

A large body of previous work had shown that threatening to walk away from a negotiation is a powerful way to get the other party to give in to one’s demands. The problem, though, is that people usually make threats when they are angry. A new study by faculty members at Stanford Graduate School of Business and INSEAD examines whether the effect is caused by threats or anger.

Read the full article at SFGate.