How does anger help a powerful negotiator? How does anger hinder a low-power negotiator?
What will be an ideal response?
Anger is helpful to a powerful negotiator as anger tends to focus their attention more completely on what they want and leads them to be more assertive and to claim more value in a competitive negotiation. Low-power negotiators do not respond to their own emotions, and as a result are more likely to be drawn into the other party's emotional state, are less focused, and surrender value to the other.
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