Anger as a trigger for information search in integrative negotiations.

Abstract

Research has shown that anger can be both detrimental in negotiations (increasing the chance of impasse or conflict) and helpful to the angry person (by eliciting concessions from the other party). Much of this work has focused on a receiver's emotional response to anger. Yet little work has examined the influence of anger on information search, an important cognitive mechanism for joint value creation in integrative negotiations. We propose a cognitive approach: that negotiators facing an angry partner are more likely to seek out diagnostic information about their partner's preferences and priorities. In turn, this information should enable negotiators to reach higher joint gains. Across multiple studies, we find that negotiators facing an angry versus a happy counterpart seek out more information, which leads to increased value creation. We discuss the theoretical and practical implications of these findings. (PsycINFO Database Record (c) 2019 APA, all rights reserved).