Journal
JOURNAL OF EXPERIMENTAL SOCIAL PSYCHOLOGY
Volume 47, Issue 3, Pages 635-641Publisher
ACADEMIC PRESS INC ELSEVIER SCIENCE
DOI: 10.1016/j.jesp.2010.12.015
Keywords
Negotiations; Interpersonal effects of emotions; Social influence; Anger; Disappointment
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Does it help or hurt to communicate negative emotions in bargaining? In this article, we propose that behavioral effects are dependent on the type of negative emotion that is communicated and whether such emotions are directed at the offer or the person. We show that the two negative emotions anger and disappointment have opposing effects in negotiations: anger pays when it is directed at the offer, but disappointment pays when it is directed at the person. Offer-directed anger elicits higher offers than person-directed anger, because people infer higher limits from opponents who communicate offer-directed anger. Person-directed disappointment elicits higher offers in others than offer-directed disappointment, because it evokes higher feelings of guilt. Our findings thus show that the interpersonal effects of anger and disappointment in negotiation depend critically on the target of the emotion, and that their effects can be explained by different processes. Crown Copyright (C) 2010 Published by Elsevier Inc. All rights reserved.
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