Most of us dread displays of anger at work, whether we’re the aggrieved party, the target of someone’s wrath, or just an innocent bystander. But anger can have benefits in the workplace when expressed constructively, airing differences that need to be addressed, improving relationships, and bringing injustice and mistreatment to light.
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In negotiation, the party who makes the first offer often gets the lion’s share of the value. That can be due to the anchoring effect, or the tendency for the first offer to “anchor” the bargaining that follows in its direction, even if the offer recipient thinks the offer is out of line. Yet plenty of times, the person making the first offer fails to capture most of the value in a negotiation. Why might that be the case?
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