Correspondence regarding this chapter should be addressed to:

2 Negotiation is a primary method of resolving social and economic conflict. Negotiations can also evoke a range of negative emotions. Although much prior research has downplayed or ignored the importance of emotions, recent theoretical functionalist approaches acknowledge the consequences emotions can have on negotiations (Bazerman, Curhan, Moore, & Valley, 2000; Shapiro, 2002; Morris & Keltner, 2000). This review focuses on the role that anger plays in negotiations. Anger is important to regulate because it can lead to an escalation of conflict (Allred et al., 1997). We first explore why anger regulation is important despite the sometimes positive effects of expressing anger. Next we examine the effectiveness of different emotion regulation strategies such as reappraisal, rumination, and distraction and apply these to the negotiation context. We then present the results from two experiments using emotion regulation to explore what impact these anger regulation strategies have on self-reported emotion and on aggressive behavior in negotiations. Finally, we discuss an additional two experiments examining self-disclosure in negotiations to illustrate how self-disclosure can be used to reduce altruistic punishment in negotiation conditions characterized by mild anger