Getting angry while negotiating with an American may be good for you

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If you are like most Asians, when you are in a negotiation, you try to act composed and polite while suppressing negative emotions like anger. Expressing anger means acting childish in Asian cultures—mature people should be able to control their negative emotions.
Indeed, research shows that suppressing feelings of anger is a good idea while negotiating with Asians. Compared to individuals who uttered sentences like “This offer makes me really angry,” individuals who did not say anything got 15% better responses from their negotiation with an Asian partner.
But things flip in American culture. When negotiating with Americans, people who said “This is really getting on my nerves” got 12% better counter-offers than people who did not express any anger.
So learn to alter your anger management based on who you are negotiating with. With Asians, politeness is supreme. With Americans, saying, “Man, you can’t believe how upset I am at this offer” upon receiving a bad offer would give you better outcomes.

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