NegotiationsPeer-Reviewed Research

Mad Skills

Cat hissing
When is anger persuasive, and when is it just off-putting?
NegotiationsPeer-Reviewed Research

Anger Management

Bald eagle staring at camera
Is it worthwhile to blow a gasket during a negotiation?
NegotiationsPeer-Reviewed Research

Cat And Mouse Game

Cat and mouse negotiate
Does erratic behavior work in deal-making?
NegotiationsExpert Opinion

Mad About You

Mad About You
How a dignified display of ire can add a positive glow to negotiations.
CorruptionPeer-Reviewed Research

Toxic Brew

Wine glass filled with red dye and water
Governmental corruption is poisonous for foreign firms.
NegotiationsPeer-Reviewed Research

Crazy Like A Fox

Negotiation tactics using unpredictable emotions can lead to concessions
Unpredictable negotiating behavior predictably leads to more concessions.