In the process of negotiation, we need to pay attention to a very special emotion-anger. In the western world, showing anger in negotiations can make the other side feel that you have touched your bottom line, so they are willing to offer more concessions; In Asian culture, this is the opposite, and the anger revealed in the negotiation may bring unpleasant results to the negotiation.

In western countries, many studies on negotiation have proved that it is a good strategy to show anger in negotiation. However, scientists have found that this seems inappropriate in the cultural circle of East Asia. In the 1990s, Clinton, then president of the United States, showed anger in his meeting with Japanese leaders, and this aggressive sentiment immediately angered Japanese leaders. In the end, Clinton's negotiations also suffered a major failure.

The University of California, Berkeley, conducted a cross-cultural experiment. In the experiment, scientists found that anger has great differences in the role of negotiation in different environments. This experiment is like this: students from different cultural backgrounds need to bargain with the computer for a mobile phone, and finally a final transaction price is negotiated between the man and the machine. The participating students think they are negotiating with another participant, but in fact they are just negotiating with the computer program. In the face of some classmates, the computer will be very angry; Facing the rest of the students, the computer didn't show any emotion.

In this experiment, students from European and American backgrounds made greater concessions because they were very angry with computers. On the other hand, students from Asia will make smaller concessions when they feel the anger of the other side.

Such a huge difference seems to indicate that people have different criteria for defining when they can get angry under different cultural backgrounds. In subsequent experiments, students from different cultural backgrounds were told in advance that anger was allowed in such negotiations. Therefore, in this experiment, students from Asia also made greater concessions than before in the face of computer anger; On the contrary, when all participants were told that anger was not allowed in negotiations at home, European and American students also made less concessions.

Therefore, in the negotiation occasions where people generally feel that anger should not be expressed, if one party shows anger, then the offended party will not give in, or even stop cooperating for a time, so as to punish the provocative party.