There is still time to join the MBA Class of 2024. The final application deadline for the Professional and Executive MBA programs is June 15. GMAT waivers available.

Cat and mouse negotiate
Negotiations | Peer-Reviewed Research

Cat And Mouse Game

Does Erratic Behavior Work In Deal-Making?

Illustrated by Nick Anderson. Based on research by Hajo Adam (former Rice Business professor), Marwan Sinaceur, Gerben A. Van Kleef and Adam D. Galinsky. 

Does Erratic Behavior Work In Deal-Making?

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 negotiationJournal of Experimental Social Psychology, 49, 498-508.

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

Nick Anderson is a Pultizer Prize-winning editorial cartoonist. 

You May Also Like

Negotiations | Peer-Reviewed Research
When is anger persuasive, and when is it just off-putting?
Bald eagle staring at camera
Negotiations | Peer-Reviewed Research
Is it worthwhile to blow a gasket during a negotiation?
Mad About You
Negotiations | Expert Opinion
How a dignified display of ire can add a positive glow to negotiations.

Keep Exploring