TY  - JOUR
PY  - 2018//
TI  - Everything in moderation: the social effects of anger depend on its perceived intensity
JO  - Journal of experimental social psychology
A1  - Adam, Hajo
A1  - Brett, Jeanne M.
SP  - 12
EP  - 18
VL  - 76
IS  - 
N2  - 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>
LA  - en
SN  - 0022-1031
UR  - http://dx.doi.org/10.1016/j.jesp.2017.11.014
ID  - ref1
ER  -