The effects of intrapersonal anger and its regulation in economic bargaining.
The effects of intrapersonal anger and its regulation in economic bargaining.
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DOI：
10.1371/journal.pone.0051595
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发表时间：
2012
期刊：
影响因子：
3.7
通讯作者：
Denson TF
中科院分区：
文献类型：
--
作者：
Fabiansson EC;Denson TF
愤怒是导致谈判紧张的常见原因。本研究探讨了体验愤怒（实验1）和调节愤怒（实验2）对最后通牒谈判的影响。实验1表明，相对于控制条件，愤怒的参与者提出不公平的报价，并拒绝更多的报价时，与人谁激怒了他们讨价还价。实验2重复了实验1，并且还表明，通过重新评价和分散注意力来调节愤怒都会降低愤怒。然而，只有重新评估才能在谈判期间有效地减少愤怒。重新评估的参与者提出了比分心条件下更公平的报价，但在接受报价方面没有差异。本研究对经济谈判中应采用何种情绪调节策略具有一定的启示意义。然而，未来的研究需要确定最有效的时机和组成部分的重新评估，以促进有利的结果，在讨价还价的情况下。
Anger is a common cause of strained negotiations. This research investigated the effects of experiencing anger (Experiment 1) and regulating anger (Experiment 2) on ultimatum bargaining. Experiment 1 showed that relative to a control condition, angered participants proposed less fair offers and rejected more offers when bargaining with the person who angered them. Experiment 2 replicated Experiment 1, and additionally showed that regulating anger via reappraisal and distraction both reduced anger. However, only reappraisal effectively reduced anger for the duration of the negotiation. Participants who reappraised proposed fairer offers than those in the distraction condition, but did not differ in offers accepted. This research may have implications for what emotion regulation strategy should be employed in economic bargaining. However, future research is required to determine the most effective timing and components of reappraisal for promoting beneficial outcomes in bargaining contexts.
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