Why expressing disappointment beats anger in a negotiation

When negotiations hit an impasse, expressing anger feels instinctive, but it backfires. Research shows counterparts make concessions two to three times larger when an opponent expresses disappointment instead of anger. While anger signals hostility and triggers stubborn resistance, disappointment activates interpersonal guilt. It signals that your counterpart failed to meet a fair expectation, motivating them to appease you and restore the relationship by conceding ground.

Sources

• Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regretPubMed ↗
• NegotiationWikipedia ↗