Explaining the Influence of Anger and Compassion on Negotiators’ Interaction Goals: An Assessment of Trust and Distrust as Two Distinct Mediators

46 Pages Posted: 24 Oct 2009 Last revised: 23 Jan 2010

See all articles by Meina Liu

Meina Liu

University of Maryland - Department of Communication

Chongwei Wang

Ohio State University (OSU) - Human Resource Research; Hong Kong Polytechnic University - Faculty of Business

Date Written: June 15, 2009

Abstract

This study examined the influence of anger and compassion, two discrete emotions that differ in valence and appraisals, on negotiators’ interaction goals through trust and distrust, two related, but functionally distinct constructs. Findings showed that the influence of anger (a negative emotion with appraisal of other-person control) on perceived importance of competitively oriented goals was mediated by distrust, but not trust, whereas the influence of compassion (a positive emotion with appraisal of situational control) on perceived importance of cooperatively oriented goals was mediated by trust, but not distrust. This study not only sheds light on the process whereby anger and compassion influence negotiation performance, but also supports the proposition that trust and distrust represent two distinct psychological processes that are associated with different antecedents and consequences.

Keywords: negotiation, emotion, trust, distrust, interaction goals

Suggested Citation

Liu, Meina and Wang, Chongwei and Wang, Chongwei, Explaining the Influence of Anger and Compassion on Negotiators’ Interaction Goals: An Assessment of Trust and Distrust as Two Distinct Mediators (June 15, 2009). 22nd Annual IACM Conference Paper, Available at SSRN: https://ssrn.com/abstract=1493564 or http://dx.doi.org/10.2139/ssrn.1493564

Meina Liu (Contact Author)

University of Maryland - Department of Communication ( email )

2110 Skinner Building
College Park, MD 20742-4411
United States

Chongwei Wang

Ohio State University (OSU) - Human Resource Research ( email )

700 Fisher Hall
2100 Neil Avenue
Columbus, OH 43210-1144
United States

Hong Kong Polytechnic University - Faculty of Business ( email )

Hong Kong