Negotiation

In the article entitled "Hot or Cold: Is Communicating Anger or Threats More Effective in Negotiations,"
Sinaceur, Van Kleef, Neale, Adam, & Haag (2011) conclude the following in regards to negotiations:
"…that (a) a direct threat was even more effective than anger in eliciting concessions [in negotiations] and (b)
this relative difference between threat and anger was mediated by recipients’ ascribing more poise to a
threatening counterpart than to an angry one. Thus, a cold strategy can be more effective than an emotional
strategy, a conclusion that qualifies prior research on anger communication and has important implications for
an understanding of the dynamics of emotions, relationships, and concessions in negotiations. Calmly issuing
a threat matter of factly appears to be more effective than getting angry. This suggests that getting angry may
be unnecessary."
please answer the following questions:
Do you agree with the conclusion?
Why is anger so often used as a negotiation strategy?
Do you find it difficult to maintain your poise in tense negotiations?
When seeking to negotiate for a lower price or better deal, what is your basic strategy/approach? How and
when might you use a threat, as defined by the article?