E. Van Dijk
I. Van Beest
G.A. Van Kleef
- Why anger and disappointment affect other's bargaining behavior differently: the moderating role of power and the mediating role of reciprocal and complementary emotions
- Personality and Social Psychology Bulletin
- Volume | Issue number
- 38 | 9
- Pages (from-to)
- Document type
- Faculty of Social and Behavioural Sciences (FMG)
- Psychology Research Institute (PsyRes)
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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