Q: Dutch research says that expressing this may be your best tactic to getting what you want?
A: disappointment
Scientists say that expressing disappointment may be your best negotiating tactic in getting what you want. In a recent Dutch study, people making deals with self-centered opponents were significantly more likely to get their way when they acted disappointed than when they showed irritation or wore a poker face. Disappointment signals that you may walk away, so people might make concessions to prevent the negotiation from falling apart, says study author Gerben Van Kleff, Ph.D. (Men’s Health)
