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Get Angry, Get Out: The Interpersonal Effects of Anger Communication in Multiparty Negotiation
[Zeitschriftenartikel]
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 ... mehr
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.... weniger
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
https://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)