Journal
JOURNAL OF EXPERIMENTAL SOCIAL PSYCHOLOGY
Volume 44, Issue 6, Pages 1444-1454Publisher
ACADEMIC PRESS INC ELSEVIER SCIENCE
DOI: 10.1016/j.jesp.2008.06.007
Keywords
Emotion; Fixed-pie perception; Negotiation; Information; Demands; Integrative behavior; Win-win agreement
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Negotiators often fail to reach integrative (win-win) agreements because they think that their own and other's preferences are diametrically opposed-the so-called fixed-pie perception. We examined how verbal (Experiment 1) and nonverbal (Experiment 2) emotional expressions may reduce fixed-pie perception and promote integrative behavior. In a two-issue computer-simulated negotiation, participants negotiated with a counterpart emitting one of the following emotional response patterns: (1) anger on both issues, (2) anger on participant's high priority issue and happiness on participant's low-priority issue, (3) happiness on high priority issue and anger on low-priority issue, or (4) happiness on both issues. In both studies, the third pattern reduced fixed-pie perception and increased integrative behavior, whereas the second pattern amplified bias and reduced integrative behavior. Implications for how emotions shape social exchange are discussed. (C) 2008 Elsevier Inc. All rights reserved.
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