A new study led by the University of Toronto’s Stephane Côté aimed to uncover the answer by examining the difference between “surface acting anger” — which in the experiments involved actors pretending to be angry — and “deep acting anger” — which involved actors who had been told to remember something that made them angry. When participants engaged in negotiations over the sale of a used car, they demanded more money when faced with surface anger, less money when faced with deep anger, and an amount in between the two (but significantly different from both of them) when faced with a neutral reaction. In sum, real anger elicited more concessions and a better outcome, but fake anger led to an inferior outcome.
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Don’t Act Angry Unless You Mean It - Peer-reviewed by my neurons | Peer-reviewed by my neurons
Some very interesting research.
