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Hot or cold : Is communicating anger or threats more effective in negotiation?

Author

Listed:
  • Marwan Sinaceur

    (EM - EMLyon Business School)

  • Kleef Gerben A. Van
  • Margaret A. Neal
  • Hajo Adam
  • Christophe Haag

Abstract

Is communicating anger or threats more effective in eliciting concessions in negotiation? Recent research has emphasized the effectiveness of anger communication, an emotional strategy. In this article, we argue that anger communication conveys an implied threat, and we document that issuing threats is a more effective negotiation strategy than communicating anger. In 3 computer-mediated negotiation experiments, participants received either angry or threatening messages from a simulated counterpart. Experiment 1 showed that perceptions of threat mediated the effect of anger (vs. a control) on concessions. Experiment 2 showed that (a) threat communication elicited greater concessions than anger communication and (b) poise (being confident and in control of one's own feelings and decisions) ascribed to the counterpart mediated the positive effect of threat compared to anger on concessions. Experiment 3 replicated this positive effect of threat over anger when recipients had an attractive alternative to a negotiated agreement. These findings qualify previous research on anger communication in negotiation. Implications for the understanding of emotion and negotiation are discussed.

Suggested Citation

  • 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.
    • Handle: RePEc:hal:journl:hal-02312626
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    Cited by:

    1. Van Beest, Ilja & Scheepers, Daan, 2013. "Challenge and threat responses to anger communication in coalition formation," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 50-57.
    2. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    3. 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.
    4. Wiltermuth, Scott S. & Raj, Medha & Wood, Adam, 2018. "How perceived power influences the consequences of dominance expressions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 146(C), pages 14-30.
    5. Nguyen, Yen, 2019. "Emotions and strategic interactions," Other publications TiSEM 3358deab-10bb-4b50-a147-a, Tilburg University, School of Economics and Management.
    6. 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.
    7. Geddes, Deanna & Lindebaum, Dirk, 2020. "Unpacking the ‘why’ behind strategic emotion expression at work: A narrative review and proposed taxonomy," European Management Journal, Elsevier, vol. 38(5), pages 708-722.
    8. McCarter, Matthew W. & Wade-Benzoni, Kimberly A. & Kamal, Darcy K. Fudge & Bang, H. Min & Hyde, Steven J. & Maredia, Reshma, 2020. "Models of intragroup conflict in management: A literature review," Journal of Economic Behavior & Organization, Elsevier, vol. 178(C), pages 925-946.
    9. Sascha Alavi & Johannes Habel & Marco Schwenke & Christian Schmitz, 2020. "Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations," Journal of the Academy of Marketing Science, Springer, vol. 48(2), pages 165-185, March.
    10. 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.
    11. Blunden, Hayley & Steffel, Mary, 2023. "The downside of decision delegation: When transferring decision responsibility incurs interpersonal costs," Organizational Behavior and Human Decision Processes, Elsevier, vol. 176(C).
    12. Qiongjing Hu & Hajo Adam & Sreedhari Desai & Shenjiang Mo, 2024. "Turning a Blind Eye to Team Members’ Unethical Behavior: The Role of Reward Systems," Journal of Business Ethics, Springer, vol. 194(2), pages 297-316, October.

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