G.A. van Kleef
P.A.M. van Lange
- What other's disappointment may do to selfish people: Emotion and social value orientation in a negotiation context
- Personality and Social Psychology Bulletin
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- Faculty of Social and Behavioural Sciences (FMG)
- Psychology Research Institute (PsyRes)
The authors examined whether individual differences in social value orientation moderate responses to other’s expressions of disappointment in negotiation. The literature suggested competing hypotheses: First, prosocials are more responsive to other’s disappointment because they have a greater concern for other; second, proselfs are more responsive because they see other’s disappointment as a threat to their own outcomes. Results of a computer-mediated negotiation in which a simulated opponent expressed disappointment, no emotion, or anger supported the second prediction: Proselfs conceded
more to a disappointed opponent than to a neutral or angry one, whereas prosocials were unaffected by the other’s emotion. This effect was mediated by participants’ motivation to satisfy the other’s needs, which disappointment triggered more strongly in proselfs than
in prosocials. Implications for theorizing on emotion, social value orientation, and negotiation are discussed.
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