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Get Angry, Get Out: The Interpersonal Effects of Anger Communication in Multiparty Negotiation
[journal article]
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 ... view more
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.... view less
Classification
Social Psychology
Free Keywords
Multiparty negotiation; Coalition formation; Emotions; Anger; Exclusion
Document language
English
Publication Year
2008
Page/Pages
p. 993-1002
Journal
Journal of Experimental Social Psychology, 44 (2008) 4
DOI
https://doi.org/10.1016/j.jesp.2008.02.008
Status
Postprint; peer reviewed
Licence
PEER Licence Agreement (applicable only to documents from PEER project)