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

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Using self-regulation to overcome the detrimental effects of anger in negotiations. / Jäger, Andreas; Loschelder, David D.; Friese, Malte.
In: Journal of Economic Psychology, Vol. 58, 01.02.2017, p. 31-43.

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@article{0ff993bd26cc41cdbb48e6f5479df3ae,
title = "Using self-regulation to overcome the detrimental effects of anger in negotiations",
abstract = "Both being angry (intrapersonal anger) and facing expressions of anger (interpersonal anger) impair negotiators{\textquoteright} 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 = "Psychology, Negotiation, Intrapersonal anger, Interpersonal anger, Self-regulation, If-then plans",
author = "Andreas J{\"a}ger and Loschelder, {David D.} and Malte Friese",
year = "2017",
month = feb,
day = "1",
doi = "10.1016/j.joep.2016.09.003",
language = "English",
volume = "58",
pages = "31--43",
journal = "Journal of Economic Psychology",
issn = "0167-4870",
publisher = "Elsevier B.V.",

}

RIS

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 -