Journal
PERSONALITY AND SOCIAL PSYCHOLOGY BULLETIN
Volume 38, Issue 9, Pages 1209-1221Publisher
SAGE PUBLICATIONS INC
DOI: 10.1177/0146167212446938
Keywords
negotiations; interpersonal effects of emotions; power; anger; disappointment
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In two experiments, the authors investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research focused on the informational inferences that bargainers make based on others' emotions, this article emphasizes the importance of affective reactions. The findings of this study show that anger evoked a complementary emotion (fear) in targets when reported by a high-power bargainer but evoked a reciprocal emotion (anger) when reported by a low-power bargainer. This reciprocal anger led participants to offer less to low-power counterparts who reported anger. Disappointed bargainers, however, evoked a complementary emotion (guilt) in participants and increased offers, regardless of the bargainer's power position.
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