 Using self-regulation to overcome the detrimental effects of anger in negotiationsAndreas Jäger, David D. Loschelder and Malte Friese Journal of Economic Psychology, 2017, vol. 58, issue C, 31-43 Abstract: Both being angry (intrapersonal anger) and facing expressions of anger (interpersonal anger) impair negotiators’ goal attainment, as evident in less profitable outcomes. Here, we hypothesize that fostering self-regulation by forming if-then plans helps to overcome these detriments. In Study 1, angry negotiators attained less successful joint gains than non-angry negotiators. Angry negotiators who had formed an if-then plan about how to negotiate, however, attained similarly profitable outcomes as non-angry negotiators. In Study 2, participants negotiating with an angry opponent conceded more than those facing a non-angry opponent. Participants who had formed an if-then plan, however, conceded less than participants without self-regulatory help. These findings demonstrate that fostering self-regulation is a valuable means to overcome the detriments of intrapersonal and interpersonal anger in negotiations. Keywords: Negotiation; Intrapersonal anger; Interpersonal anger; Self-regulation; If-then plans (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:eee:joepsy:v:58:y:2017:i:c:p:31-43 DOI: 10.1016/j.joep.2016.09.003 Access Statistics for this article Journal of Economic Psychology is currently edited by G. Antonides and D. Read More articles in Journal of Economic Psychology from Elsevier |
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