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If you are preparing to have aDiscussion with your boss About getting a promotion or a salary increase, you want to make sure you have armed with your bestTrading skills. And, according to a new study published in theBehavioral decision-making diaryThere is one thing you should not bring to the tail-anger.

Invoice, professor of organizational behavior at the University of Olin Business School of the University of St. Louis, first became interested inAngry bargaining tactics Reflecting on the so-called "Madman's theory." Former presidentRichard NixonNotoriously used this foreign policy strategy in 1969 when it comes to leaders of the former communist bloc. He was trying toappear Hostile and volatile in an effort to make them fucking fear that encourages his anger could lead to nuclear war.

At the bottom, he said that for decades, he would continue to see reports by saying "he is prudent to be angry," he believes is an over-generalization of research on the subject. So he put this theory at the test.

In 2016, downstairs and colleagues paid mediators a bonus to express anger in the negotiations and found that they have often contracted in the process, which led to concessions of their counterpart. In their most recent research, they have completed five studies involving more than 600 people in total, with a mix of negotiators who expressed the real anger, the false anger and those who did not use any emotion.

The results indicated that, as the substance suspected, the idea that it "pays is angry" is true only when anger was genuine. When he has been fainted as a tactic, the result was a feeling of guilt of the party who expressed his anger, as well as the desire to shame later. "If you behaved this way angrily, you destroyed a lot of confidence", downstairsnoted. "At your end, you realize that it is not good for the long race. So, if you feel guilty, you can try to correct the damage."

Studies have also shown thatPretend to get angry To obtain what you want to succeed in the other party, ending the contract of about 30% of the time.

However, it was not the case when the anger was real. "When authentic anger emerges in a biological way, I think it's a very different process and has very different implications," the bottom said. "[We do not tell you] Stop being angry. What we say is that it's not a useful tool to go out as a way to compel someone to do something they n 'Did not do otherwise. "

The results of the bottom also corroborate the previous searches on the subject. A2013 study Similarly, found that in the negotiations, expressing authentic anger or no emotion that caused the desired concessions of angry party. But false anger has simply done on the other side less willing to compromise.Another 2011 study I found that anger had only benefited from the result of a negotiation when it was genuine and treated something impersonal, such as money or a new car, as opposed to something that has busy personal value. This study also found that when you talk about someone in a higher position you are, anger of any type has tended to turn around.

So the next time you go in aMeeting with your bossIt is better to try to keep your cool as much as possible. After all, even if you are really angry end up answering your requests, intimidating the person you really treat as you want to go? Do you want your colleague to think of you as a person who can fly from the handle at any time instead of respecting you? Get an additional dollars on a used car really worth shouting and gesticulating wildly to the seller? Probably not.

And for more tips on how to get in the career scale, consult the40 best ways to get promoting after 40 years.

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