Modern electronic systems today provide various means to express emotion to a counterpart, including traditional text-messages as well as cues. While the effect of emotion, especially anger, on negotiation is explored to a good degree in the current literature, studies on the impact of emotion intensity (anger intensity) is just emerging. Furthermore, within this field, the usage of cues by angry negotiators under different levels of anger is unexplored. We address this gap by studying cue usage behavior under varying levels of anger in a distributive electronic negotiation. We discuss the implication of our findings to electronic negotiation systems.
Keywords: emoticons, emotions, anger, negotiations, cues, anger intensity