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

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  • Jäger, Andreas
  • Loschelder, David D.
  • Friese, Malte

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.

Suggested Citation

  • Jäger, Andreas & Loschelder, David D. & Friese, Malte, 2017. "Using self-regulation to overcome the detrimental effects of anger in negotiations," Journal of Economic Psychology, Elsevier, vol. 58(C), pages 31-43.
    • Handle: RePEc:eee:joepsy:v:58:y:2017:i:c:p:31-43
    DOI: 10.1016/j.joep.2016.09.003
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    References listed on IDEAS

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