改編自發(fā)表于"談判簡報(bào)"的《憤怒的負(fù)面影響》。

According to conventional wisdom, responding angrily to another negotiator’s offer sometimes helps you get more of what you want.

普遍觀點(diǎn)認(rèn)為,，當(dāng)你對(duì)談判對(duì)方的要約表示憤怒時(shí),，你會(huì)得到更好的條件。

This notion is confirmed by some recent studies. In 2004, for example, professor Gerben A. van Kleef of the University of Amsterdam and his colleagues found that participants in a simulated negotiation judged angry counterparts to be more likely than happy bargainers to reject a low offer. These judgments had an impact on the participants’ behavior: they made lower demands and higher concessions with angry opponents than with happy opponents.

最近的一些研究也證實(shí)了這種觀點(diǎn)。2004年,，阿姆斯特丹大學(xué)教授 Gerben A. van Kleef 及其同事在虛擬談判中發(fā)現(xiàn)談判者認(rèn)為憤怒的對(duì)手比愉快的對(duì)手更有可能拒絕低的出價(jià)。而這種判斷會(huì)影響談判者的行為：在面對(duì)憤怒的談判對(duì)手的時(shí)候他們會(huì)提出相對(duì)低的要求并作出更多的讓步,。

It appears that people often believe that caving in is the only way to reach agreement with an angry negotiator. The lesson seems to be that it pays to respond angrily to someone’s low offer, whether you feel angry or not. But is this always true?

看來人們普遍認(rèn)為讓步是與憤怒的對(duì)手達(dá)成協(xié)議的唯一辦法,。結(jié)論看似憤怒地回應(yīng)對(duì)方的低報(bào)價(jià)能增加談判的砝碼，不管你是否真的感到憤怒,。但事實(shí)一貫如此么,？

In three more recent experiments, van Kleef and three researchers from Leiden University in the Netherlands—Eric van Dijk, Wolfgang Steinel, and Ilja van Beest—took a closer look at how displays of anger affect negotiation. The research confirmed that we tend to view angry negotiators as hard bargainers and that being perceived as angry sometimes improves people’s outcomes. However, it also revealed conditions under which anger can backfire. In one experiment, participants who had an opportunity to lie to a counterpart about the amount of resources at stake were more likely to take advantage of angry counterparts than happy ones. As a result of this deception, angry negotiators achieved lesser outcomes than happy negotiators. It seems that people feel more comfortable taking advantage of angry people than those in a good mood.

在三個(gè)更新的實(shí)驗(yàn)中，荷蘭萊頓大學(xué)的 van Kleef 和其他三位研究員 -  Eric van Dijk,，Wolfgang Steinel 以及 Ilja van Beest - 更深入研究了通過表達(dá)憤怒的情緒是如何影響談判的,。研究也證實(shí)了我們傾向于認(rèn)為憤怒的談判方不好對(duì)付，以及當(dāng)對(duì)方認(rèn)為我們很憤怒時(shí)更有利于我們的談判結(jié)果,。然而,，研究同時(shí)指出了憤怒可能產(chǎn)生的反效果。在其中一個(gè)實(shí)驗(yàn)中,，談判一方謊報(bào)了關(guān)鍵資源的數(shù)量,，這使他更容易從憤怒的而不是愉快的談判對(duì)方處占得便宜。在這種欺騙手段下,，憤怒者的談判結(jié)果不如愉快的談判者,。看來,，相對(duì)于好心情的對(duì)手,，人們對(duì)從生氣的人那占得便宜更感心安理得。

In another experiment, some participants knew that they would face severe consequences if the other side rejected their offer, while others knew they would suffer little from having their offer rejected. Those in the “low-consequences” condition made significantly lower offers to angry participants than to happy ones. Participants made similarly higher offers to happy negotiators, regardless of whether the consequences of having an offer rejected were high or low. In other words, people seem to fear angry negotiators less—and give them worse offers—when an offer rejection wouldn’t be particularly damaging.

在另一個(gè)實(shí)驗(yàn)中,，談判一方清楚了解邀約被拒絕的嚴(yán)重后果,，其對(duì)手也知道拒絕對(duì)方不會(huì)有什么損失。“損失低”的一方會(huì)對(duì)憤怒的對(duì)手提出更低的條件,。談判者通常對(duì)愉快的對(duì)手給出相對(duì)好的條件,，不管對(duì)方拒絕后后果是否嚴(yán)重。也就是說,，人們在一旦無法達(dá)成協(xié)議也損失不大的情況下,，更不顧忌憤怒的對(duì)手，并給出相對(duì)低的條件,。

In sum, showing your anger conveys a toughness that can help you get what you want. But beware: When your counterpart has better information than you do and when your rejection is unlikely to hurt her very much, your anger could work against you.

總而言之,，表示憤怒的情緒能傳達(dá)強(qiáng)硬的態(tài)度，這可以幫助你達(dá)到目標(biāo),。但要注意：當(dāng)你的對(duì)手手握籌碼比你多，即使你拒絕也不會(huì)使對(duì)方蒙受大損失,，你的憤怒將對(duì)你的談判產(chǎn)生負(fù)面影響,。