Get mad and get more than even : When and why anger expression is effective in negotiations

By Marwan Sinaceur, Larissa Z. Tiedens. 2006

449 citations recorded by the source corpus.

Subfields: Language and Linguistics, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/c1f53f0274a7171aab8f75fa5b0974a33ee6e56b

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Citations in the corpus

Understanding the positive and negative effects of emotional expressions in organizations: EASI does it (2014, background): “Sinaceur and Tiedens (2006) found compatible effects using a face-to-face interaction paradigm.”
Self-Transcendent Emotions and Their Social Functions: Compassion, Gratitude, and Awe Bind Us to Others Through Prosociality (2017, background): “Individuals strategically express emotions to evoke specific responses from others (e.g., Sinaceur & Tiedens, 2006).”
A Reciprocal Influence Model of Social Power: Emerging Principles and Lines of Inquiry (2008, background): “Other studies have documented that this effect generalizes across different power bases (Friedman et al., 2004; Sinaceur and Tiedens, 2006; Van Kleef et al., 2006).”
Gender, emotion and power in work relationships (2011, background): “…ScienceDirect Human Resource Management Review j ourna l homepage: www.e lsev ie r.com/ locate /humres power than the emotions expected of men (e.g., confidence, pride) (Conroy, Elliot, & Pincus, 2009; Overbeck, Neale, & Govan, 2010; Sinaceur & Tiedens, 2006; Van Kleef, De Dreu, & Manstead, 2004).”
Anger in Organizations: Review and Integration (2010, background): “Respondents may also respond to negotiation counterparts who have been given advice to express anger to them as a way to negotiate more effectively (Kopelman et al., 2006; Sinaceur & Tiedens, 2006).”
Can expressions of anger enhance creativity? A test of the emotions as social information (EASI) model (2010, background): “…research on the intrapersonal effects of mood and emotion on creativity (e.g., Ashby et al., 1999; Baas et al., 2008; De Dreu et al., 2008; Isen, 1987) and research on the interpersonal effects of emotions (e.g., Friedman et al., 2004; Sinaceur & Tiedens, 2006; Van Kleef et al., 2004a, 2009).”
Reward, punishment, and cooperation: a meta-analysis. (2011, background): “For example, in negotiations, lowpower individuals concede more to high-power individuals than the other way around (Butt & Choi, 2010; De Dreu & van Kleef, 2004; Overbeck, Neale, & Govan, 2010; Sinaceur & Tiedens, 2006; van Kleef, De Dreu, & Manstead, 2004).”
Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation (2012, background): “Indeed, past research shows that high-power negotiators can be immune to opponents’ expressions of anger – high-power negotiators demand a significant amount of value regardless of whether low-power negotiators express anger or not (Sinaceur & Tiedens, 2006; Van Kleef et al., 2004b).”
I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power (2010, background): “For example, Sinaceur and Tiedens (2006) showed that the angry person was seen as acting tougher, and that this accounted for increased concessions to that person.”
Emotional influence at work: Take it EASI (2012, unknown): “…moderated by power, with low-power negotiators being more strongly affected by their counterpart’s emotions than high-power negotiators (e.g., Sinaceur & Tiedens, 2006; Van Dijk, Van Kleef, Steinel, & Van Beest, 2008; Van Kleef, De Dreu, Pietroni, & Manstead, 2006; see also, Friedman et…”
The interpersonal effects of emotion intensity in customer service: Perceived appropriateness and authenticity of attendants' emotional displays shape customer trust and satisfaction (2018, unknown): “…body of research points to the intricate social e ﬀ ects of emotional expressions in negotiations (e.g., Kopelman, Rosette, & Thompson, 2006; Sinaceur & Tiedens, 2006; Van Kleef & Côté, 2007; Van Kleef, De Dreu, & Manstead, 2004), leadership (e.g., Lewis, 2000; Sy, Côté, & Saavedra, 2005;…”
The ability to influence others via emotion displays (2011, background): “In the domain of conflict management, negotiators who display anger are believed to be tough, and negotiators who display happiness are believed to be satisfied with the current state of affairs (Sinaceur & Tiedens, 2006; van Kleef, De Dreu, & Manstead, 2004a).”
Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation (2008, background): “Consistent with the underlying argument that individuals want to avoid impasse (Sinaceur & Tiedens, 2006; Van Kleef et al. 2004a,b), and extending our finding that angry players may benefit when they are chosen to be included in a coalition, we predicted that participants would yield when they have…”