Citation

Hunsaker DA. Negot. Confl. Manage. Res. 2017; 10(3): 220-241.

Copyright

(Copyright © 2017, International Association for Conflict Management, Publisher John Wiley and Sons)

DOI

10.1111/ncmr.12096

PMID

unavailable

Abstract

This article reviews the literature on the emotion of anger in the negotiation context. I discuss the known antecedents of anger in negotiation, as well as its positive and negative inter- and intrapersonal effects. I pay particular attention to the apparent disagreements within the literature concerning the benefits and drawbacks of using anger to gain advantage in negotiations and employ Attribution Theory as a unifying mechanism to help explain these diverse findings. I call attention to the weaknesses evident in current research questions and methodologies and end with suggestions for future research in this important area.

Language: en

Keywords

anger; attribution; emotion; negotiation