- Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation
- Journal of Experimental Social Psychology
- Number of pages
- Document type
- Faculty of Social and Behavioural Sciences (FMG)
- Psychology Research Institute (PsyRes)
Emotions such as anger and happiness have pervasive interpersonal effects in negotiations. We propose that the nature of the eVects depends on the target of the emotion, that is, whether the emotion is directed toward a person or a specific behavior. In a computermediated negotiation (N = 87), participants received either angry or happy messages from a simulated opponent, which were either behavior-oriented or person-directed. Behavior-oriented anger elicited larger concessions than behavior-oriented happiness, whereas person-directed anger elicited smaller concessions than person-directed happiness. This reversal could be attributed to the strategic value of the emotional expression, which was higher in the behavior-oriented condition than in the person-directed condition. These findings show that the interpersonal effects of anger and happiness depend critically on the target of the emotion.
- go to publisher's site
If you believe that digital publication of certain material infringes any of your rights or (privacy) interests, please let the Library know, stating your reasons. In case of a legitimate complaint, the Library will make the material inaccessible and/or remove it from the website. Please Ask the Library, or send a letter to: Library of the University of Amsterdam, Secretariat, Singel 425, 1012 WP Amsterdam, The Netherlands. You will be contacted as soon as possible.