The Intrapersonal and Interpersonal Effects of Anger on Negotiation Strategies: A Cross‐Cultural Investigation

This study assessed the effects of negotiators’ anger on their own and their counterparts’ use of negotiation strategies and whether such effects were moderated by national culture. Participants (N= 130) were 66 sojourning Chinese and 64 Americans who performed an intracultural negotiation simulation. Findings indicated that (a) anger caused negotiators to use more positional statements and propose fewer integrative offers, (b) anger caused the counterparts to use fewer positional statements but also exchange less information about priorities, (c) Chinese negotiators used more persuasive arguments as their counterparts’ anger increased, whereas Americans did not, and (d) Chinese negotiators used more distributive and fewer integrative tactics than American negotiators. Theoretical and practical implications of these findings are discussed in this article.