The role of emotion, particularly anger, has been explored as a valence in management and negotiation literatures. Studies on the impact of the strength of such emotions, however, are just beginning to emerge, even though this has been identified in recent literature as an important topic for investigation. In this article, we fill this gap by investigating the behavior of angry negotiators under varying levels of anger. We conduct a multi-round distributive electronic negotiation, with both quantitative outcome and subjective value. We discuss the implications of our findings for electronic negotiation. Our work contributes to negotiation literature by extending our understanding of the impact of a less explored aspect of anger on electronic negotiations.

情绪，特别是愤怒的作用，已探索作为价在管理和谈判的文献。然而，尽管在最近的文献中已将这种情绪确定为调查的重要课题，但有关这种情绪强度的影响的研究才刚刚开始出现。在本文中，我们通过调查在不同程度的愤怒下愤怒的谈判者的行为来填补这一空白。我们进行具有定量结果和主观价值的多轮分布式电子谈判。我们讨论了我们的发现对电子谈判的意义。我们的工作通过扩展我们对愤怒的较少探讨对电子谈判的影响的理解，为谈判文献做出了贡献。