How do emotions affect the opponent's behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness. In Study 1, participants received information about the emotion (anger vs. happiness vs. no emotion) of their (fake) opponent. Participants with an angry...

Two experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, Ss received information about the opponent's emotion (anger, happiness, or none). Consistent with prior...

Negotiators often concede to angry partners. But what happens when they meet again? The reputation spill-over hypothesis predicts that negotiators demand less from a partner who had expressed anger during a previous negotiation, because they perceive the other as tough. The retaliation...

When does informational diversity enhance team functioning? Prior research has found both positive and negative effects of informational diversity. We conducted an experiment to show how the interplay between informational and demographic diversity can account for some of these inconsistencies....