The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes
35 Pages Posted: 23 Jul 2003
There are 2 versions of this paper
The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes
The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes
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: Suggested Citation
Do you have a job opening that you would like to promote on SSRN?
Recommended Papers
-
The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach
By Gerben A. Van Kleef, Carsten K. W. De Dreu, ...
-
Affective Match: Leader Emotional Displays, Follower Positive Affect, and Follower Performance
By F.j.a. Damen, B. Van Knippenberg, ...
-
Face-to-Face and Email Negotiations: A Comparison of Emotions, Perceptions and Outcomes
By Jennifer Parlamis and Daniel Ames