Anger in Negotiations: A Review of Causes, Effects, and Unanswered Questions. (14th July 2017)

• Record Type: Journal Article
• Authors: Hunsaker, David A.
• Is Part Of: Negotiation and conflict management research. Volume 10:Number 3(2017:Aug.)
• Page Start: 220
• Page End: 241
• Publication Date: 2017-07-14
• Subjects: anger -- negotiation -- emotion -- attribution; Conflict management -- Periodicals; Organizational behavior -- Periodicals; Negotiation in business -- Periodicals; Gestion des conflits -- Périodiques; Comportement organisationnel -- Périodiques; Négociations (Affaires) -- Périodiques; 303.69
• DOI: 10.1111/ncmr.12096
• Languages: English
• ISSNs: 1750-4708

Abstract

Abstract: This article reviews the literature on the emotion of anger in the negotiation context. I discuss the known antecedents of anger in negotiation, as well as its positive and negative inter‐ and intrapersonal effects. I pay particular attention to the apparent disagreements within the literature concerning the benefits and drawbacks of using anger to gain advantage in negotiations and employ Attribution Theory as a unifying mechanism to help explain these diverse findings. I call attention to the weaknesses evident in current research questions and methodologies and end with suggestions for future research in this important area.