Abstract
Do expressions of anger in conflict elicit competition or cooperation? To reconcile inconsistent results obtained in previous research, the authors developed and tested a dual-process model that proposes that power and the appropriateness of the expressions of anger jointly determine whether an individual facing an angry antagonist competes by demanding value or cooperates by conceding value. In a scenario study and a computer-mediated negotiation simulation, (a) participants with lower power claimed less value from an angry adversary than from a nonemotional one, regardless of the appropriateness of the expressions of anger, and (b) participants with higher power demanded more value when the adversary's expressions of anger were inappropriate than when they were appropriate or when the adversary was nonemotional. The theoretical and practical implications of the model and findings are discussed.
Published Version
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