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The interpersonal effects of emotions in negotiations: A motivated information processing approach

van Kleef, Gerben A., de Dreu, Carsten K. W. and Manstead, Antony Stephen Reid 2004. The interpersonal effects of emotions in negotiations: A motivated information processing approach. Journal of Personality and Social Psychology 87 (4) , pp. 510-528. 10.1037/0022-3514.87.4.510

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Three experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In Experiment 1, participants received information about the opponent's emotion (anger, happiness, or none) in a computer-mediated negotiation. As predicted, they conceded more to an angry opponent than to a happy one (controls falling in between), but only when they had a low (rather than a high) need for cognitive closure. Experiment 2 similarly showed that participants were only affected by the other's emotion under low rather than high time pressure, because time pressure reduced their degree of information processing. Finally, Experiment 3 showed that negotiators were only influenced by their opponent's emotion if they had low (rather than high) power. These results support the motivated information processing model by showing that negotiators are only affected by their opponent's emotions if they are motivated to consider them. (PsycINFO Database Record (c) 2012 APA, all rights reserved)

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

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