The Rationality of Rage @ ny times

"The study also found that people induced anger in themselves only if there was an actual benefit at stake for them in the negotiation. This qualification was essential in demonstrating that it was the perceived strategic benefit of being angry (and not, say, just a reflex that we have when entering any confrontation) that prompted people to induce such an unpleasant mood in themselves.

Whether induced or not, anger must ultimately be genuine in order to be useful in provoking concessions. According to a 2013 paper in the Journal of Experimental Social Psychology, faking anger, compared with playing it cool, leads a negotiation partner to see you as less trustworthy, and actually increases his demands on you."

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