"[I]n close relationships, when you identify with the other person, expressing disappointment can be an effective negotiating strategy. It avoids the negative connotations of anger and protects the ongoing relationship, which could explain why it’s often used (to great effect) in parent-child bargaining. The research also serves as a warning: don’t expect disappointment to have any sway on negotiations with strangers or when your opponent is acting on behalf of others. In those situations, threats or hard bargaining tactics are your safest bet."
- Sebastian Bailey, Using Emotion To Win Negotiations
http://www.forbes.com/sites/sebastianbailey/2013/10/22/using-emotion-to-win-negotiations/
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