The consequences of faking anger in negotiations

Volume: 49, Issue: 3, Pages: 453 - 463
Published: May 1, 2013
Abstract
Past research has found that showing anger induces cooperative behavior from counterparts in negotiations. We build on and extend this research by examining the effects of faking anger by surface acting (i.e., showing anger that is not truly felt inside) on the behavior of negotiation counterparts. We specifically propose that surface acting anger leads counterparts to be intransigent due to reduced trust. In Experiment 1, surface acting anger...
Paper Fields
Paper Details
Title
The consequences of faking anger in negotiations
Published Date
May 1, 2013
Volume
49
Issue
3
Pages
453 - 463
Citation AnalysisPro
  • Scinapse’s Top 10 Citation Journals & Affiliations graph reveals the quality and authenticity of citations received by a paper.
  • Discover whether citations have been inflated due to self-citations, or if citations include institutional bias.