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Anger Expression in Negotiation: The Effects of Communication Channels and Anger Intensity.

Dongwon Yun1, Heajung Jung2

  • 1William F. Harrah College of Hospitality, University of Nevada, Las Vegas, Las Vegas, NV, United States.

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Expressing anger in richer communication channels (voice, video) during negotiations leads to more concessions but lower satisfaction. This finding, based on the emotions as social information (EASI) model, highlights the impact of non-verbal cues.

Keywords:
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Area of Science:

  • Psychology
  • Communication Studies
  • Negotiation Research

Background:

  • The expression of emotions, particularly anger, significantly influences social interactions and decision-making.
  • Media richness theory posits that communication channel richness impacts information processing and social cues.
  • The emotions as social information (EASI) model explains how emotions convey social meaning and influence perceivers.

Purpose of the Study:

  • To investigate how anger expression in different communication channels affects negotiation outcomes.
  • To examine the underlying mechanisms, including perceived anger and affective responses, linking anger expression to negotiation results.
  • To differentiate the effects of communication channel richness from anger intensity on negotiation outcomes.

Main Methods:

  • Study 1: 470 participants engaged in online negotiations under five conditions (neutral, anger via text, emoticon, voice, video).
  • Study 2: 189 participants' responses were analyzed to assess the role of perceived anger intensity across channels.
  • Utilized experimental designs to manipulate anger expression and communication channel richness.

Main Results:

  • Anger expressed via richer channels (voice, video) resulted in greater concessions and lower satisfaction compared to text/emoticon channels.
  • Perceived anger experience partially mediated the effect of anger expression on psychological outcomes, supporting the EASI model.
  • Anger intensity significantly affected the desire for future interaction but not satisfaction or concessions, indicating it doesn't fully explain the channel effect.

Conclusions:

  • Communication channel richness is a critical factor influencing negotiation outcomes when anger is expressed.
  • The affective mechanism, driven by perceiver's anger experience, plays a key role in how expressed anger impacts psychological outcomes.
  • While anger intensity matters for future interaction, channel richness has a more pronounced effect on concessions and satisfaction in negotiations.