@article{ref1,
title="Everything in moderation: the social effects of anger depend on its perceived intensity",
journal="Journal of experimental social psychology",
year="2018",
author="Adam, Hajo and Brett, Jeanne M.",
volume="76",
number="",
pages="12-18",
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. <br><br>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.<p /> <p>Language: en</p>",
language="en",
issn="0022-1031",
doi="10.1016/j.jesp.2017.11.014",
url="http://dx.doi.org/10.1016/j.jesp.2017.11.014"
}