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Should you be nice when negotiating?

Depends.

If the other guy has few options, being angry can be useful:

We hypothesized that anger expressions increase expressers’ ability to claim value in negotiations, but only when the recipients of these expressions have poor alternatives. This effect occurs because anger expression communicates toughness, and only recipients who have poor alternatives are affected by the toughness of their counterpart. In Experiment 1, participants read a scenario about a negotiator who either was angry or not. In Experiment 2, dyads negotiated face-to-face after one negotiator within each dyad was advised to show either anger or no emotion. In both studies, recipients of anger expressions who had poor alternatives conceded more. Experiment 2 also provided evidence that toughness ascribed to the expresser mediated the effect of anger expression on claiming value.

Source: “Get mad and get more than even: When and why anger expression is effective in negotiations” from Journal of Experimental Social Psychology

If you know you’re going to be negotiating with this party more than once, it can really pay off to be nice:

A 2-round negotiation study provided evidence that positive feelings resulting from one negotiation can be economically rewarding in a second negotiation. Negotiators experiencing greater subjective value (SV)—that is, social, perceptual, and emotional outcomes from a negotiation—in Round 1 achieved greater individual and joint objective negotiation performance in Round 2, even with Round 1 economic outcomes controlled. Moreover, Round 1 SV predicted the desire to negotiate again with the same counterpart, whereas objective negotiation performance had no such association. Taken together, the results suggest that positive feelings, not just positive outcomes, can evoke future economic success.

Source: “The Objective Value of Subjective Value: A Multi-Round Negotiation Study” from Journal of Applied Social Psychology

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About Eric Barker