Journal of Behavioral Decision Making

Skip to Search

Skip to Navigation

Early View Articles

Motivated to confront: How experiencing anger affects anchoring bias

Abstract Prior research has asserted that emotions affect anchoring bias in decision making through the emotion's certainty appraisal or through the emotion's action tendencies, but these prior studies investigate the role of each component—appraisal or action tendency—without accounting for potential effects of the other one. The current research investigates whether anger exerts a significant effect on anchoring bias by activating a desire to confront a potential anchor. Importantly, the studies compare the effect of anger versus disgust, emotions that differ in their action tendency but are similar in their certainty appraisal. In Study 1, participants completed an emotion induction task and then a negotiation task where the first offer from the negotiation partner served as a potential anchor. Anger led to more deviation from the anchor compared with disgust or neutral feelings. Subsequent studies provide evidence that the angry participants are less anchored when the anchor value comes from a more confrontable source (someone else vs. themselves in Study 2 and an out‐group member vs. an in‐group member in Study 3).

Add This link

Bookmark and Share>