Abstract

http://ssrn.com/abstract=957641
 
 

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How is the Boss's Mood Today? I Want a Raise


Eduardo B. Andrade


University of California, Berkeley - Haas School of Business

Teck Ho


University of California, Berkeley - Haas School of Business


Psychological Science, 2007

Abstract:     
Other people's incidental feelings can influence one's decision in a strategic manner. In a sequential game where a proposer moves first by dividing a given pot of cash (to keep 50% [vs. 75%] of the pot) and a receiver responds by choosing the size of the pot (from $0 to $1), the proposer is more likely to make an unfair offer (i.e., to keep 75% of the pot) to a receiver who watched a funny sitcom (vs. "angry" movie clip) in an unrelated study prior to the game playing. However, when the receiver knows that the proposer has the affective information, and the proposer is aware of this knowledge, the effect dissipates. In other words, a proposer expects a happy (vs. angry) receiver to be more accommodating or cooperative as long as the happy receiver does not realize that the proposer is trying to benefit from receiver's current incidental feelings.

Number of Pages in PDF File: 15

Keywords: Affect, Emotion, Mood, Feelings, Interpersonal Negotiations, Ultimatum Game

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Date posted: January 16, 2007  

Suggested Citation

Andrade, Eduardo B. and Ho, Teck, How is the Boss's Mood Today? I Want a Raise. Psychological Science, 2007. Available at SSRN: http://ssrn.com/abstract=957641

Contact Information

Eduardo B. Andrade (Contact Author)
University of California, Berkeley - Haas School of Business ( email )
545 Student Services Building, #1900
2220 Piedmont Avenue
Berkeley, CA 94720
United States
Teck Ho
University of California, Berkeley - Haas School of Business ( email )
545 Student Services Building, #1900
2220 Piedmont Avenue
Berkeley, CA 94720
United States
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