The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes

35 Pages Posted: 23 Jul 2003

See all articles by Gerben A. van Kleef

Gerben A. van Kleef

University of Amsterdam - Department of Psychology

Carsten K. W. De Dreu

University of Amsterdam - Department of Psychology

Antony S. R. Manstead

University of Amsterdam - Department of Psychology

Multiple version iconThere are 2 versions of this paper

Abstract

How do emotions affect the opponent's behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness. In Study 1 participants received information about the emotion (anger vs. happiness vs. no emotion) of their (fake) opponent. Participants with an angry opponent made lower demands and larger concessions than did participants with a happy opponent, those with a non-emotional opponent falling in between. Furthermore, the opponent's emotions induced similar emotions in the participants (i.e., "emotional contagion"), and participants with a happy opponent evaluated the opponent and the negotiation more favorably than did participants with an angry opponent. In Study 2 participants received information about both the opponent's experienced and communicated emotions. As predicted, angry communications (unlike happy ones) induced fear and thereby mitigated the effect of the opponent's experienced emotion.

Keywords: Negotiation, emotion, interpersonal

Suggested Citation

van Kleef, Gerben A. and De Dreu, Carsten K. W. and Manstead, Antony S. R., The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes. IACM 15th Annual Conference. Available at SSRN: https://ssrn.com/abstract=305070 or http://dx.doi.org/10.2139/ssrn.305070

Gerben A. Van Kleef (Contact Author)

University of Amsterdam - Department of Psychology ( email )

Roetersstraat 15
Amsterdam, 1018 WB
Netherlands
+31 20 525 6633 (Phone)
+31 20 639 0531 (Fax)

Carsten K. W. De Dreu

University of Amsterdam - Department of Psychology ( email )

Roetersstraat 15
Amsterdam, 1018 WB
Netherlands
+31 20 525 6865 (Phone)
+31 20 639 0531 (Fax)

HOME PAGE: http://www.psy.uva.nl/ResEdu/AO/People/Dreu/deDreu.html

Antony S. R. Manstead

University of Amsterdam - Department of Psychology ( email )

Roetersstraat 15
Amsterdam, 1018 WB
Netherlands
+31 20 525 6892 (Phone)

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