@article{NCMR 290, author = {David A. Hunsaker}, title = {Anger in Negotiations: A Review of Causes, Effects, and Unanswered Questions}, volume = {10}, year = {2017}, url = {https://lps.library.cmu.edu/NCMR/article/id/290/}, issue = {3}, doi = {10.34891/6qts-0s06}, 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.}, month = {7}, pages = {220-241}, keywords = {attribution,emotion,negotiation,anger}, issn = {1750-4716}, publisher={Carnegie Mellon University Library Publishing Service}, journal = {Negotiation and Conflict Management Research} }