Anger in Negotiations: A Review of Causes, Effects, and Unanswered Questions
- David A. Hunsaker, david.hunsaker@eccles.utah.edu(compose email, opens in email app.)
Abstract
This article reviews the literature on the emotion of anger in the negotiation context. I discuss the known antecedents of anger in negotiation, as well as its positive and negative inter‐ and intrapersonal effects. I pay particular attention to the apparent disagreements within the literature concerning the benefits and drawbacks of using anger to gain advantage in negotiations and employ Attribution Theory as a unifying mechanism to help explain these diverse findings. I call attention to the weaknesses evident in current research questions and methodologies and end with suggestions for future research in this important area.Keywords:
- attribution
- emotion
- negotiation
- anger
How to Cite:
Hunsaker, D., (2017) “Anger in Negotiations: A Review of Causes, Effects, and Unanswered Questions”, Negotiation and Conflict Management Research 10(3), 220-241. https://doi.org/10.34891/6qts-0s06 (external link, opens in new tab).
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Published on
14 July 2017
Peer Reviewed