How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation

Sriram Venkiteswaran and Rangaraja P. Sundarraj ()
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Sriram Venkiteswaran: Indian Institute of Technology Madras
Rangaraja P. Sundarraj: Indian Institute of Technology Madras

Group Decision and Negotiation, 2021, vol. 30, issue 1, No 7, 143-170

Abstract: Abstract The role of emotion, particularly anger, has been explored as a valence in management and negotiation literatures. Studies on the impact of the strength of such emotions, however, are just beginning to emerge, even though this has been identified in recent literature as an important topic for investigation. In this article, we fill this gap by investigating the behavior of angry negotiators under varying levels of anger. We conduct a multi-round distributive electronic negotiation, with both quantitative outcome and subjective value. We discuss the implications of our findings for electronic negotiation. Our work contributes to negotiation literature by extending our understanding of the impact of a less explored aspect of anger on electronic negotiations.

Keywords: Emotion; Anger; Anger intensity; Electronic negotiation (search for similar items in EconPapers)
Date: 2021
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DOI: 10.1007/s10726-020-09710-1

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