Marwan Sinaceur

TL;DR: This article found that anger expressions increase expressers' ability to claim value in negotiations, but only when the recipients of these expressions have poor alternatives, and this effect occurs because anger expression communicates toughness, and only recipients who had poor alternatives are affected by the toughness of their counterpart.

TL;DR: This work used a novel context—the Mad Cow crisis in France—to investigate how emotions alter choice even when consequences are held constant, and showed that the Mad Cow label induces people to make choices based solely on emotional reactions, whereas scientific labels induce people to consider their own probability judgments.

TL;DR: The authors showed that negotiators who actively mimicked their counterpart's language in the first 10min of the negotiation obtained higher individual gain compared to those mimicking during the last 10min, as well as compared to control participants.

TL;DR: It is argued that anger communication conveys an implied threat, and it is documented that issuing threats is a more effective negotiation strategy than communicating anger.

TL;DR: In this paper, a distinction between suspicion and distrust is introduced and four experiments supported this distinction and showed that suspicion can present greater benefits than trust for generating information search and attaining integrative agreements in negotiation.