The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation

► Emotional inconsistency and unpredictability make recipients comply in negotiation. ► Emotional inconsistency induces recipients to concede more than express anger. ► This effect occurs because recipients feel less control. ► Emotional inconsistency was manipulated by alternating between emotions. ► The results speak to research on emotions and to theories on unpredictability.