IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v30y2021i1d10.1007_s10726-020-09710-1.html
   My bibliography  Save this article

How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation

Author

Listed:
  • Sriram Venkiteswaran

    (Indian Institute of Technology Madras)

  • Rangaraja P. Sundarraj

    (Indian Institute of Technology Madras)

Abstract

The role of emotion, particularly anger, has been explored as a valence in management and negotiation literatures. Studies on the impact of the strength of such emotions, however, are just beginning to emerge, even though this has been identified in recent literature as an important topic for investigation. In this article, we fill this gap by investigating the behavior of angry negotiators under varying levels of anger. We conduct a multi-round distributive electronic negotiation, with both quantitative outcome and subjective value. We discuss the implications of our findings for electronic negotiation. Our work contributes to negotiation literature by extending our understanding of the impact of a less explored aspect of anger on electronic negotiations.

Suggested Citation

  • Sriram Venkiteswaran & Rangaraja P. Sundarraj, 2021. "How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation," Group Decision and Negotiation, Springer, vol. 30(1), pages 143-170, February.
    • Handle: RePEc:spr:grdene:v:30:y:2021:i:1:d:10.1007_s10726-020-09710-1
    DOI: 10.1007/s10726-020-09710-1
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10726-020-09710-1
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s10726-020-09710-1?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Mano, Haim, 1994. "Risk-Taking, Framing Effects, and Affect," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(1), pages 38-58, January.
    2. Maurice Schweitzer & Donald Gibson, 2008. "Fairness, Feelings, and Ethical Decision- Making: Consequences of Violating Community Standards of Fairness," Journal of Business Ethics, Springer, vol. 77(3), pages 287-301, February.
    3. Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
    4. Clement Stone & Michael Sobel, 1990. "The robustness of estimates of total indirect effects in covariance structure models estimated by maximum," Psychometrika, Springer;The Psychometric Society, vol. 55(2), pages 337-352, June.
    5. Shirli Kopelman & Ashleigh Shelby Rosette, 2008. "Cultural variation in response to strategic emotions in negotiations," Group Decision and Negotiation, Springer, vol. 17(1), pages 65-77, January.
    6. Bolton, Gary E. & Croson, Rachel T. A. (ed.), 2012. "The Oxford Handbook of Economic Conflict Resolution," OUP Catalogue, Oxford University Press, number 9780199730858.
    7. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    8. Marwan Sinaceur & Kleef Gerben A. Van & Margaret A. Neal & Hajo Adam & Christophe Haag, 2011. "Hot or cold : Is communicating anger or threats more effective in negotiation?," Post-Print hal-02312626, HAL.
    9. Tiedens, Larissa Z., 2001. "Anger and Advancement versus Sadness and Subjugation: The Effect of Negative Emotion Expressions on Social Status Conferral," Research Papers 1615, Stanford University, Graduate School of Business.
    10. de Dreu, Carsten K. W. & Carnevale, Peter J. D. & Emans, Ben J. M. & van de Vliert, Evert, 1994. "Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 90-107, October.
    11. Tenbrunsel, Ann E. & Wade-Benzoni, Kimberly A. & Moag, Joseph & Bazerman, Max H., 1999. "The Negotiation Matching Process: Relationships and Partner Selection," Organizational Behavior and Human Decision Processes, Elsevier, vol. 80(3), pages 252-283, December.
    12. Barry, Bruce & Oliver, Richard L., 1996. "Affect in Dyadic Negotiation: A Model and Propositions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(2), pages 127-143, August.
    13. Xinshu Zhao & John G. Lynch & Qimei Chen, 2010. "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 197-206, August.
    14. Pillutla, Madan M. & Murnighan, J. Keith, 1996. "Unfairness, Anger, and Spite: Emotional Rejections of Ultimatum Offers," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(3), pages 208-224, December.
    15. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Yip, Jeremy A. & Schweitzer, Maurice E., 2016. "Mad and misleading: Incidental anger promotes deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 137(C), pages 207-217.
    2. Shirli Kopelman & Ashleigh Shelby Rosette, 2008. "Cultural variation in response to strategic emotions in negotiations," Group Decision and Negotiation, Springer, vol. 17(1), pages 65-77, January.
    3. Michele Griessmair & Sabine T. Koeszegi, 2009. "Exploring the Cognitive-Emotional Fugue in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 213-234, May.
    4. Christoph Laubert & Jennifer Parlamis, 2019. "Are You Angry (Happy, Sad) or Aren’t You? Emotion Detection Difficulty in Email Negotiation," Group Decision and Negotiation, Springer, vol. 28(2), pages 377-413, April.
    5. Rothman, Naomi B. & Northcraft, Gregory B., 2015. "Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 65-76.
    6. Daphna Motro & Lisa D. Ordóñez & Andrea Pittarello & David T. Welsh, 2018. "Investigating the Effects of Anger and Guilt on Unethical Behavior: A Dual-Process Approach," Journal of Business Ethics, Springer, vol. 152(1), pages 133-148, September.
    7. Peter J. Carnevale, 2008. "Positive affect and decision frame in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 51-63, January.
    8. Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
    9. Bruce Barry, 2008. "Negotiator affect: the state of the art (and the science)," Group Decision and Negotiation, Springer, vol. 17(1), pages 97-105, January.
    10. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    11. Masters-Waage, Theodore C. & Nai, Jared & Reb, Jochen & Sim, Samantha & Narayanan, Jayanth & Tan, Noriko, 2021. "Going far together by being here now: Mindfulness increases cooperation in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 189-205.
    12. Jennifer D. Parlamis & Ingmar Geiger, 2015. "Mind the Medium: A Qualitative Analysis of Email Negotiation," Group Decision and Negotiation, Springer, vol. 24(2), pages 359-381, March.
    13. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    14. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    15. Harri T. Luomala & Rajesh Kumar & J. D. Singh & Matti Jaakkola, 2015. "When an Intercultural Business Negotiation Fails: Comparing the Emotions and Behavioural Tendencies of Individualistic and Collectivistic Negotiators," Group Decision and Negotiation, Springer, vol. 24(3), pages 537-561, May.
    16. Cheryl Rivers & Roger Volkema, 2013. "East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators," Journal of Business Ethics, Springer, vol. 115(1), pages 17-31, June.
    17. Brooks, Alison Wood & Schweitzer, Maurice E., 2011. "Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 43-54, May.
    18. Donghee Han & Hyewon Park & Seung-Yoon Rhee, 2021. "The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation," Sustainability, MDPI, vol. 13(5), pages 1-20, March.
    19. Ting Zhang & Francesca Gino & Michael I. Norton, 2017. "The Surprising Effectiveness of Hostile Mediators," Management Science, INFORMS, vol. 63(6), pages 1972-1992, June.
    20. 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.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:30:y:2021:i:1:d:10.1007_s10726-020-09710-1. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.