诺丁汉大学2017年排名:管理你的脾气

改编自发表于"谈判简报"的《愤怒的负面影响》。

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

普遍观点认为，当你对谈判对方的要约表示愤怒时，你会得到更好的条件。

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.

最近的一些研究也证实了这种观点。2004年，阿姆斯特丹大学教授 Gerben A. van Kleef 及其同事在虚拟谈判中发现谈判者认为愤怒的对手比愉快的对手更有可能拒绝低的出价。而这种判断会影响谈判者的行为：在面对愤怒的谈判对手的时候他们会提出相对低的要求并作出更多的让步。

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?

看来人们普遍认为让步是与愤怒的对手达成协议的唯一办法。结论看似愤怒地回应对方的低报价能增加谈判的砝码，不管你是否真的感到愤怒。但事实一贯如此么？

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.

在三个更新的实验中，荷兰莱顿大学的 van Kleef 和其他三位研究员 -  Eric van Dijk，Wolfgang Steinel 以及 Ilja van Beest - 更深入研究了通过表达愤怒的情绪是如何影响谈判的。研究也证实了我们倾向于认为愤怒的谈判方不好对付，以及当对方认为我们很愤怒时更有利于我们的谈判结果。然而，研究同时指出了愤怒可能产生的反效果。在其中一个实验中，谈判一方谎报了关键资源的数量，这使他更容易从愤怒的而不是愉快的谈判对方处占得便宜。在这种欺骗手段下，愤怒者的谈判结果不如愉快的谈判者。看来，相对于好心情的对手，人们对从生气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.

在另一个实验中，谈判一方清楚了解邀约被拒绝的严重后果，其对手也知道拒绝对方不会有什么损失。“损失低”的一方会对愤怒的对手提出更低的条件。谈判者通常对愉快的对手给出相对好的条件，不管对方拒绝后后果是否严重。也就是说，人们在一旦无法达成协议也损失不大的情况下，更不顾忌愤怒的对手，并给出相对低的条件。

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.

总而言之，表示愤怒的情绪能传达强硬的态度，这可以帮助你达到目标。但要注意：当你的对手手握筹码比你多，即使你拒绝也不会使对方蒙受大损失，你的愤怒将对你的谈判产生负面影响。