... it was unknown. In this latter case, proposers’ emotions and in particular his/her happiness, decreased dramatically the participants’ tendency to reject even severely unfair offers. Originality/value Past research on UG has been predominantly aimed to investigate the effect of responders’ emotions...

...-to-face negotiation and two experimental scenario studies to investigate the influence of emotions (anger vs happiness) and negotiation type (intercultural vs intracultural) on concession behavior. Findings Across the three studies, the results consistently show that angry opponents from a different...