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The interpersonal effects of anger and happiness in negotiations

van Kleef, Gerben A., De Dreu, Carsten K. and Manstead, Antony Stephen Reid 2004. The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology 86 (1) , pp. 57-76. 10.1037/0022-3514.86.1.57

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Abstract

Three experiments investigated the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, participants received information about the emotional state (anger, happiness, or none) of their opponent. Consistent with a strategic-choice perspective, Experiment 1 showed that participants conceded more to an angry opponent than to a happy one. Experiment 2 showed that this effect was caused by tracking--participants used the emotion information to infer the other's limit, and they adjusted their demands accordingly. However, this effect was absent when the other made large concessions. Experiment 3 examined the interplay between experienced and communicated emotion and showed that angry communications (unlike happy ones) induced fear and thereby mitigated the effect of the opponent's experienced emotion. These results suggest that negotiators are especially influenced by their opponent's emotions when they are motivated and able to consider them.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Psychology
Subjects: B Philosophy. Psychology. Religion > BF Psychology
Publisher: American Psychological Association
ISSN: 0022-3514
Last Modified: 04 Jun 2017 01:50
URI: http://orca-mwe.cf.ac.uk/id/eprint/3368

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