Some Like It Hot: Teaching Strategies for Managing Tactical Versus Genuine Anger in Negotiations
- Holly A. Schroth, hschroth@berkeley.edu(compose email, opens in email app.)
Abstract
A critically important skill in any negotiation is the ability to manage the emotions that are inevitably evoked by conflict. Anger is one of the most widely studied emotions that occur in negotiation. The purpose of this article is to introduce strategies for managing tactical and genuine anger in negotiations. The difference between tactical and genuine anger is discussed along with different strategies for managing each of these types of anger. The article concludes with advice for instructors to help negotiation students acquire experience in managing both their own and the other party’s anger.Keywords:
- anger
- negotiation
How to Cite:
Schroth, H., (2008) “Some Like It Hot: Teaching Strategies for Managing Tactical Versus Genuine Anger in Negotiations”, Negotiation and Conflict Management Research 1(4), 315-332. https://doi.org/10.34891/s9fw-p747 (external link, opens in new tab).
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Published on
3 October 2008
Peer Reviewed