Article

Anger in Negotiations: A Review of Causes, Effects, and Unanswered Questions

Author
  • David A. Hunsaker

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), p.220-241. doi: https://doi.org/10.34891/6qts-0s06

607 Views

89 Downloads

Published on
13 Jul 2017
Peer Reviewed