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The Effects of Intrapersonal Anger and Its Regulation in Economic Bargaining

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  • Emma C Fabiansson
  • Thomas F Denson

Abstract

Anger is a common cause of strained negotiations. This research investigated the effects of experiencing anger (Experiment 1) and regulating anger (Experiment 2) on ultimatum bargaining. Experiment 1 showed that relative to a control condition, angered participants proposed less fair offers and rejected more offers when bargaining with the person who angered them. Experiment 2 replicated Experiment 1, and additionally showed that regulating anger via reappraisal and distraction both reduced anger. However, only reappraisal effectively reduced anger for the duration of the negotiation. Participants who reappraised proposed fairer offers than those in the distraction condition, but did not differ in offers accepted. This research may have implications for what emotion regulation strategy should be employed in economic bargaining. However, future research is required to determine the most effective timing and components of reappraisal for promoting beneficial outcomes in bargaining contexts.

Suggested Citation

  • Emma C Fabiansson & Thomas F Denson, 2012. "The Effects of Intrapersonal Anger and Its Regulation in Economic Bargaining," PLOS ONE, Public Library of Science, vol. 7(12), pages 1-10, December.
    • Handle: RePEc:plo:pone00:0051595
    DOI: 10.1371/journal.pone.0051595
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    References listed on IDEAS

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    Cited by:

    1. Zhu, Lily Yuxuan & Bauman, Christopher W. & Young, Maia J, 2023. "Unlocking creative potential: Reappraising emotional events facilitates creativity for conventional thinkers," Organizational Behavior and Human Decision Processes, Elsevier, vol. 174(C).
    2. Ashraf, Nava & Low, Corinne & McGinn, Kathleen, 2018. "Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment," CEPR Discussion Papers 12939, C.E.P.R. Discussion Papers.
    3. Nava Ashraf & Natalie Bau & Corinne Low & Kathleen McGinn, 2018. "Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment," Working Papers 2018-023, Human Capital and Economic Opportunity Working Group.

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