Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making

@article{Kleef2006PowerAE,
  title={Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making},
  author={Gerben Alexander Van Kleef and Carsten K. W. De Dreu and Davide Pietroni and Antony S. R. Manstead},
  journal={European Journal of Social Psychology},
  year={2006},
  volume={36},
  pages={557-581}
}
This paper focuses on the interactive effects of power and emotion in negotiation. Previous research has shown that negotiators concede more to angry opponents than to happy ones, and that power influences the amount of attention that is devoted to the social environment. Integrating these two lines of inquiry, we predicted that low-power negotiators would be influenced by their opponent's emotions (conceding more to an angry opponent than to a happy one), whereas high-power negotiators would… 
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