Objectives Previous research on ultimatum bargaining suggests a central role of emotion. More specifically, it is posited that proposers are motivated by fear to make fair offers and that responders are motivated by anger to reject unfair offers. Based on this research, several studies have examined the effect of a responder’s anger in both the responder and proposer. Our objective is to examine these effects and the factors that influence them. Methods Here, we review these studies investigating the intrapersonal and interpersonal effects of anger in ultimatum bargaining. Results Intrapersonal anger increases responders’ rejection rates. As in the broader literature on negotiation, the literature shows mixed effects of interpersonal anger in ultimatum bargaining. Studies have demonstrated that these effects might be influenced in part by the credibility of the responder’s anger and/or the relative power of the proposer. Results suggest that interpersonal anger is more effective when it is credible and when the responder is of a relatively high power position. Conclusions Taken together, these studies suggest a clear effect of intrapersonal anger and mixed results regarding the interpersonal effects of anger. Those mixed results found within the extant literature might be explained, in part, by credibility and power. It is also suggested that other factors (i.e. threat potential and race) may also play a role in the effectiveness of interpersonal anger.

中文翻译：

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最后通tim讨价还价中愤怒的人际和人际影响

目的先前有关最后通bar讨价还价的研究表明，情绪起着核心作用。更具体地说，假定提出者是出于害怕提出公平要约的动机，而响应者是出于愤怒拒绝不公平的提议的动机。基于这项研究，几项研究已经检查了响应者的愤怒对响应者和提议者的影响。我们的目标是检查这些影响以及影响它们的因素。方法在这里，我们回顾了这些研究，探讨了愤怒在最后通bar讨价还价中的人际和人际影响。结果人际内愤怒会增加响应者的拒绝率。如同在更广泛的谈判中的文献一样，文献表明人际关系愤怒在最后通bar讨价还价中的混合作用。研究表明，这些影响可能部分受到响应者愤怒的信誉和/或提议者相对能力的影响。结果表明，人际间的愤怒在可信的情况下以及当响应者处于相对较高的权力地位时更为有效。结论综上所述，这些研究表明了人际愤怒的明显效果，以及关于人际关系的愤怒的混合结果。现有文献中发现的那些混合结果可能部分由信誉和力量来解释。还建议其他因素（例如潜在威胁和种族）也可能在人际愤怒的有效性中起作用。结果表明，人际间的愤怒在可信的情况下以及当响应者处于相对较高的权力地位时更为有效。结论综上所述，这些研究表明了人际愤怒的明显效果，以及关于人际关系的愤怒的混合结果。现有文献中发现的那些混合结果可能部分由信誉和力量来解释。还建议其他因素（例如潜在威胁和种族）也可能在人际愤怒的有效性中起作用。结果表明，人际间的愤怒在可信的情况下以及当响应者处于相对较高的权力地位时更为有效。结论综上所述，这些研究表明了人际愤怒的明显效果，以及关于人际关系的愤怒的混合结果。现有文献中发现的那些混合结果可能部分由信誉和力量来解释。还建议其他因素（例如潜在威胁和种族）也可能在人际愤怒的有效性中起作用。通过信誉和力量。还建议其他因素（例如潜在威胁和种族）也可能在人际愤怒的有效性中起作用。通过信誉和力量。还建议其他因素（例如潜在威胁和种族）也可能在人际愤怒的有效性中起作用。