Please use this identifier to cite or link to this item: doi:10.22028/D291-29019
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Title: Using self-regulation to overcome the detrimental effects of anger in negotiations
Author(s): Jäger, Andreas
Loschelder, David D.
Friese, Malte
Language: English
Title: Journal of economic psychology
Volume: 58
Startpage: 31
Endpage: 43
Publisher/Platform: Elsevier
Year of Publication: 2017
Publikation type: Journal Article
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.
DOI of the first publication: 10.1016/j.joep.2016.09.003
URL of the first publication:
Link to this record: hdl:20.500.11880/27830
ISSN: 0167-4870
Date of registration: 17-Sep-2019
Faculty: HW - Fakultät für Empirische Humanwissenschaften und Wirtschaftswissenschaft
Department: HW - Psychologie
Professorship: HW - Prof. Dr. Malte Friese
Collections:Die Universitätsbibliographie

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