Why Anger and Disappointment Affect Other’s Bargaining Behavior Differently: The Moderating Role of Power and the Mediating Role of Reciprocal and Complementary Emotions  

Oleh:

Lelieveld, Gert-Jan ; Dijk, Eric Van ; Beest, Ilja Van ; Kleef, Gerben A. Van

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 38 no. 9 (Sep. 2012), page 1209-1221.
Topik: Negotiations; Interpersonal Effects of Emotions; Power; Anger; Disappointment
Fulltext: Pers Soc Psychol Bull-2012-Lelieveld-1209-21.pdf (706.7KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.47 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

Lihat Detail Induk

Isi artikel

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.

Opini Anda

Klik untuk menuliskan opini Anda tentang koleksi ini!

Kembali