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- W2520434487 abstract "Abstract Both being angry ( intra personal anger) and facing expressions of anger ( inter personal anger) impair negotiators’ goal attainment, as evident in less profitable outcomes. Here, we hypothesize that fostering self-regulation by forming if-then plans helps to overcome these detriments. In Study 1, angry negotiators attained less successful joint gains than non-angry negotiators. Angry negotiators who had formed an if-then plan about how to negotiate, however, attained similarly profitable outcomes as non-angry negotiators. In Study 2, participants negotiating with an angry opponent conceded more than those facing a non-angry opponent. Participants who had formed an if-then plan, however, conceded less than participants without self-regulatory help. These findings demonstrate that fostering self-regulation is a valuable means to overcome the detriments of intrapersonal and interpersonal anger in negotiations." @default.
- W2520434487 created "2016-09-23" @default.
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- W2520434487 date "2017-02-01" @default.
- W2520434487 modified "2023-09-25" @default.
- W2520434487 title "Using self-regulation to overcome the detrimental effects of anger in negotiations" @default.
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- W2520434487 doi "https://doi.org/10.1016/j.joep.2016.09.003" @default.
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