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Anger as a trigger for information search in integrative negotiations
Laura Rees1, Shu-Cheng Steve Chi2, Ray Friedman3
1Bloch School of Management, University of Missouri-Kansas City.
The Journal of Applied Psychology
|November 8, 2019
Summary
Facing an angry negotiator can surprisingly benefit you. Information seeking increases when dealing with anger, leading to better negotiation outcomes and value creation.
Area of Science:
- Psychology
- Negotiation Research
- Behavioral Economics
Background:
- Anger in negotiations can lead to conflict or concessions.
- Previous research primarily focused on the emotional impact of anger on the receiver.
- The influence of anger on information search in negotiations is underexplored.
Purpose of the Study:
- To investigate how anger influences information search during negotiations.
- To examine the cognitive mechanisms linking anger to negotiation outcomes.
- To determine if increased information search due to anger leads to greater joint gains.
Main Methods:
- Multiple experimental studies were conducted.
- Negotiators were exposed to counterparts expressing anger or happiness.
- Information search behavior and negotiation outcomes were measured.
Main Results:
- Negotiators facing an angry counterpart sought out more diagnostic information.
- This increased information search was linked to higher joint gains.
- Anger, contrary to some expectations, facilitated value creation through enhanced information gathering.
Conclusions:
- Anger can serve as a catalyst for information acquisition in negotiation.
- This cognitive response to anger can improve negotiation effectiveness.
- Findings highlight the importance of information search in integrative negotiation.
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