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Communication of anger versus disappointment in bargaining and the moderating role of power
Van Dijk,E. van Beest,I. van Kleef,G.A. Lelieveld,G.
Van Dijk,E.
van Beest,I.
van Kleef,G.A.
Lelieveld,G.
Abstract
Emotional expressions can have a pervasive impact on bargaining behavior and outcomes. This widely documented phenomenon implies that in their communications, bargainers may adjust their apparent emotions. In the current paper, we developed a paradigm to study the communication of anger and disappointment, two of the most commonly experienced emotions in bargaining. The results of three experiments show that bargainers often adjust the intensity of their emotions in their communicated emotions. The findings show a differentiated pattern, revealing that bargainers rather exaggerate their disappointment than their anger, especially when the target of their communication is in a high power position. The results are discussed and related to the social functional approach of emotions. KEYWORDS bargaining, communication, emotions, power
Description
Date
2018
Journal Title
Journal ISSN
Volume Title
Publisher
Research Projects
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Journal Issue
Keywords
BEHAVIOR, CONFLICT, DECISION-MAKING, DISGUST, DYADIC NEGOTIATION, EMOTIONS, EXPRESSION, FAIRNESS, SOCIAL-FUNCTIONAL-APPROACH, ULTIMATUM GAME, bargaining, communication, emotions, power
Citation
Van Dijk, E, van Beest, I, van Kleef, G A & Lelieveld, G 2018, 'Communication of anger versus disappointment in bargaining and the moderating role of power', Journal of Behavioral Decision Making, vol. 31, no. 5, pp. 632-643. https://doi.org/10.1002/bdm.2079