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Get Angry, Get Out : The Interpersonal Effects of Anger Communication in Multiparty Negotiation


Beest, Ilja van; Kleef, Gerben A. van; Dijk, Eric van


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Abstract Research on multiparty negotiation has investigated how parties form coalitions to secure payoffs but has not addressed how emotions may affect such coalition decisions. Extending research on bilateral negotiations which has generally argued that it is beneficial to communicate anger, we argue that it constitutes a considerable risk when there are more than two people present at the negotiation table. Using a computer-mediated coalition game we show that communicating anger is a risky strategy in multiparty bargaining. The main findings of three studies were that participants: (1) form negative impressions of players who communicate anger and therefore (2) exclude such players from coalitions and from obtaining a payoff share, but (3) make considerable concessions on those rare occasions that they choose to form a coalition with an angry player, or (4) when they had to form a coalition with an angry player. We discuss the implications of these results for theorizing on emotions, negotiations, and coalition formation.
Klassifikation Sozialpsychologie
Freie Schlagwörter Multiparty negotiation; Coalition formation; Emotions; Anger; Exclusion
Sprache Dokument Englisch
Publikationsjahr 2008
Seitenangabe S. 993-1002
Zeitschriftentitel Journal of Experimental Social Psychology, 44 (2008) 4
DOI http://dx.doi.org/10.1016/j.jesp.2008.02.008
Status Postprint; begutachtet (peer reviewed)
Lizenz PEER Licence Agreement (applicable only to documents from PEER project)