NegotiationsPeer-Reviewed Research

Cat And Mouse Game

Cat and mouse negotiate

Nick Anderson, Pulitzer Prize-winning editorial cartoonist, depicts Rice Business professor Hajo Adam's research about how anger can be used as a negotiation tactic.

Cat and mouse negotiate

Want to know more about using anger in negotiations? Please see our other articles based on Hajo Adam's research Crazy Like A Fox and Mad About You. 

To read the research: Sinaceur, M., Adam, H., Van Kleef, G. A., & Galinsky, A. D. (2013). The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation. Journal of Experimental Social Psychology, 49, 498-508.

Hajo Adam is an assistant professor of management at Jones Graduate School of Business at Rice University.

Nick Anderson is a Pultizer Prize-winning editorial cartoonist.