section_path: Expressive strategies
section_name: Expressive strategies
paragraph_text: Expressive strategies
  
  As with any emotion, the display of anger can be feigned or exaggerated. Studies by Hochschild and Sutton have shown that the show of anger is likely to be an effective manipulation strategy in order to change and design attitudes. Anger is a distinct strategy of social influence and its use (e.g. belligerent behaviors) as a goal achievement mechanism proves to be a successful strategy.
  
  Larissa Tiedens, known for her studies of anger, claimed that expression of feelings would cause a powerful influence not only on the perception of the expresser but also on their power position in the society. She studied the correlation between anger expression and social influence perception. Previous researchers, such as Keating, 1985 have found that people with angry face expression were perceived as powerful and as in a high social position. Similarly, Tiedens et al. have revealed that people who compared scenarios involving an angry and a sad character, attributed a higher social status to the angry character. Tiedens examined in her study whether anger expression promotes status attribution. In other words, whether anger contributes to perceptions or legitimization of others' behaviors. Her findings clearly indicated that participants who were exposed to either an angry or a sad person were inclined to express support for the angry person rather than for a sad one. In addition, it was found that a reason for that decision originates from the fact that the person expressing anger was perceived as an ability owner, and was attributed a certain social status accordingly.
  
  Showing anger during a negotiation may increase the ability of the anger expresser to succeed in negotiation. A study by Tiedens et al. indicated that the anger expressers were perceived as stubborn, dominant and powerful. In addition, it was found that people were inclined to easily give up to those who were perceived by them as powerful and stubborn, rather than soft and submissive. Based on these findings Sinaceur and Tiedens have found that people conceded more to the angry side rather than for the non-angry one.
  
  A question raised by Van Kleef et al. based on these findings was whether expression of emotion influences others, since it is known that people use emotional information to conclude about others' limits and match their demands in negotiation accordingly. Van Kleef et al. wanted to explore whether people give up more easily to an angry opponent or to a happy opponent. Findings revealed that participants tended to be more flexible toward an angry opponent compared with a happy opponent. These results strengthen the argument that participants analyze the opponent's emotion to conclude about their limits and carry out their decisions accordingly.