NegotiationsPeer-Reviewed Research

Cat And Mouse Game

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. 

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

 

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.