The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes

  title={The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes},
  author={Gerben Alexander Van Kleef and Carsten K. W. De Dreu and Antony S. R. Manstead},
How do emotions affect the opponent's behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness. In Study 1 participants received information about the emotion (anger vs. happiness vs. no emotion) of their (fake) opponent. Participants with an angry opponent made lower demands and larger concessions than did participants with a happy opponent, those with a non-emotional opponent falling in between. Furthermore, the opponent's emotions induced similar… 

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