How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation
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How Angry are You? Anger Intensity, Demand and Subjective Value in Multi‑round Distributive Electronic Negotiation Sriram Venkiteswaran1 · Rangaraja P. Sundarraj1 Accepted: 10 September 2020 © Springer Nature B.V. 2020
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. Keywords Emotion · Anger · Anger intensity · Electronic negotiation
1 Introduction The last decade has seen a lot of attention devoted to the study of emotion in negotiation (Martinovsky 2015; Olekalns and Druckman 2015; Gettinger and Koeszegi 2015). Among all these emotions, anger has received considerable importance, with studies considering different types of anger: person versus behavior directed anger displays (Steinel et al. 2008), strategic display of anger (Kopelman et al. 2006), threats (Sinaceur et al. 2011) and flaming (Johnson et al. 2009). Psychologists have focused on the effect of anger on health (Kitayama et al. 2015), workplace (Ford et al. 2018), sports (Rathschlag and Memmert 2013) and other fields of the Social Sciences, while negotiation researchers have focused on the impact of anger on concessions (Sinaceur and Tiedens 2006; Van Kleef et al. 2004a, b; Adam and Brett * Rangaraja P. Sundarraj [email protected] 1
Indian Institute of Technology Madras, Chennai, India
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2015) and dispute resolution (Friedman et al. 2004), as well as the roles of power (Van Kleef et al. 2006) and culture (Adam and Shirako 2013; Kopelman and Rosette 2008). Anger is a form of affect. Affect refers to feelings of emotional states or moods that one experiences in a situation (Park et al. 1986). It can be broadly broken down into valence or tone (positive and negative) and intensity or level of activation (strong to weak). The well-known circumplex model of affect is built by differentiating emotions based on their valence and arousal levels (Russell 1980). Intensity is a physiological activation (or arousal), which could mean activation of the autonomous nervous system, including its physical effects such as increased sweat gland secretion and heart rate (Schachter and Singer 1962). While anger, as a negative valence, has received most of the attention from negotiation researchers, studies related to the strengths of anger (i.e. anger intensity) in negotiation have rec
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