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Research Digest: When psychological tricks may backfire
For some time now negotiation researchers have been telling us we can get ahead by using tactical emotional expressions to manipulate the other party. Show anger to make them worry about threats, or disappointment to nudge them into feeling guilty, and you can increase the chances of getting what you want.
But new research discussed on our Research Digest blog suggests that while these techniques may yield immediate advantage, strategically they can lead to disaster.