The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach

30 Pages Posted: 29 Apr 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

Date Written: February 13, 2003

Abstract

Two experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, Ss received information about the opponent's emotion (anger, happiness, or none). Consistent with prior research, Ss made larger concessions to angry opponents than to non-emotional opponents, and they made smaller concessions to happy ones. As expected, this effect was moderated by dispositional need for cognitive closure (NFC): Ss with low NFC were strongly influenced by the other's emotion, whereas Ss with high NFC were unaffected. In Exp. 2, NFC was manipulated through time pressure. As predicted, Ss were only affected by the other's emotion under low rather than high time pressure, and this moderating effect of time pressure was mediated by Ss' degree of information processing. These results are fully consistent with the motivated information processing model.

Keywords: Negotiation, Emotion, Epistemic Motivation

Suggested Citation

van Kleef, Gerben A. and De Dreu, Carsten K. W. and Manstead, Antony S. R., The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach (February 13, 2003). 16th Annual IACM Conference Melbourne, Australia. Available at SSRN: https://ssrn.com/abstract=398281 or http://dx.doi.org/10.2139/ssrn.398281

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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