Everything in moderation: The social effects of anger depend on its perceived intensity

• Published in: Journal of experimental social psychology Vol. 76; pp. 12 - 18
• Main Authors: Adam, Hajo, Brett, Jeanne M.
• Format: Journal Article
• Language: English
• Published: Elsevier Inc 01.05.2018
• Subjects: Anger; Emotion; Intensity; Negotiation; Subjective value; Anger; Negotiation; Emotion; Intensity; Subjective value
• ISSN: 0022-1031; 1096-0465
• DOI: 10.1016/j.jesp.2017.11.014

Research has documented the important influence of anger expressions on negotiation processes and outcomes. Surprisingly, however, it remains an open question if this influence depends on a core characteristic of anger displays—the intensity with which anger is expressed. Results from two negotiation studies (N=396) using different operationalizations of anger intensity, different negotiation procedures, and different subject populations demonstrated a curvilinear relationship between the intensity of the anger expression and the negotiation counterpart's concessions. In particular, moderate-intensity anger led to larger concessions than no anger because the anger expresser was perceived as tough, and high-intensity anger led to smaller concessions than moderate-intensity anger because the anger expression was perceived as inappropriate. Furthermore, expressing anger, and, in particular, high-intensity anger, reduced anger perceivers' subjective value outcomes in the form of negative feelings about the relationship. Theoretical contributions to research on anger, emotion, and negotiation are discussed. •The effects of anger expressions in negotiations depend on their intensity.•Moderate-intensity anger elicits larger concessions than no anger.•High-intensity anger elicits smaller concessions than moderate-intensity anger.•The reason is that high-intensity anger is perceived as inappropriate.•Anger expressions also lead to worse feelings about the negotiation relationship.