Keywords
fake anger, guilt, subjective value, negotiation
Abstract
Research on anger in negotiation suggests that expressing anger can have detrimental effects on the relationship between the parties but may also improve the expresser’s economic outcomes, resulting in the use of fake anger (i.e., anger that is expressed but not felt) as a negotiation strategy. Based on research on moral emotions, we argue that fake anger in negotiation will lead to expressers’ guilt, which in turn negatively impacts their self-perception and their overall subjective experience of the negotiation. Across three studies (two online and one face-to-face), we consistently demonstrate that fake anger lowers negotiators’ feelings about themselves as well as their overall subjective value, and that guilt mediates this effect. We discuss implications of these findings for theory and practice of negotiation and propose an agenda for future research.
Original Publication Citation
"Hunsaker, D. A., Zhang, T., & Rees, M. R. (2023). An angry face and a guilty conscience: The interpersonal effects of fake anger in negotiation. Negotiation and Conflict Management Research, 16(3), 211-229.."
BYU ScholarsArchive Citation
Hunsaker, David; Zhang, Teng; and Rees, McKenzie, "An Angry Face and a Guilty Conscience: The Intrapersonal Effects of Fake Anger in Negotiation" (2023). Faculty Publications. 9713.
https://scholarsarchive.byu.edu/facpub/9713
Document Type
Peer-Reviewed Article
Publication Date
2023
Publisher
Negotiation and Conflict Management Research
Language
English
College
Marriott School of Business
Department
Marketing
University Standing at Time of Publication
Assistant Professor
Copyright Use Information
https://lib.byu.edu/about/copyright/
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