Citation

Adam H, Brett JM. J. Exp. Soc. Psychol. 2018; 76: 12-18.

Copyright

(Copyright © 2018, Elsevier Publishing)

DOI

10.1016/j.jesp.2017.11.014

PMID

unavailable

Abstract

Research has documented the important influence of anger expressions on negotiation processes and outcomes. Surprisingly, however, it remains an open question if this influence depends on a core characteristic of anger displays--the intensity with which anger is expressed.

RESULTS from two negotiation studies (N=396) using different operationalizations of anger intensity, different negotiation procedures, and different subject populations demonstrated a curvilinear relationship between the intensity of the anger expression and the negotiation counterpart's concessions. In particular, moderate-intensity anger led to larger concessions than no anger because the anger expresser was perceived as tough, and high-intensity anger led to smaller concessions than moderate-intensity anger because the anger expression was perceived as inappropriate. Furthermore, expressing anger, and, in particular, high-intensity anger, reduced anger perceivers' subjective value outcomes in the form of negative feelings about the relationship. Theoretical contributions to research on anger, emotion, and negotiation are discussed.

Language: en

Keywords

Anger; Emotion; Intensity; Negotiation; Subjective value