TY - JOUR

T1 - Using self-regulation to overcome the detrimental effects of anger in negotiations

AU - Jäger, Andreas

AU - Loschelder, David D.

AU - Friese, Malte

PY - 2017/2/1

Y1 - 2017/2/1

N2 - 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.

AB - 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.

KW - Psychology

KW - Negotiation

KW - Intrapersonal anger

KW - Interpersonal anger

KW - Self-regulation

KW - If-then plans

UR - http://www.scopus.com/inward/record.url?scp=85008198046&partnerID=8YFLogxK

U2 - 10.1016/j.joep.2016.09.003

DO - 10.1016/j.joep.2016.09.003

M3 - Journal articles

VL - 58

SP - 31

EP - 43

JO - Journal of Economic Psychology

JF - Journal of Economic Psychology

SN - 0167-4870

ER -