Communication of anger versus disappointment in bargaining and the moderating role of power

E. Van Dijk, I. van Beest, G.A. van Kleef, G. Lelieveld

Research output: Contribution to journalArticleScientificpeer-review

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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
Original languageEnglish
Pages (from-to)632-643
JournalJournal of Behavioral Decision Making
Volume31
Issue number5
DOIs
Publication statusPublished - 2018

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anger
emotion
Communication
communication
Emotion
Anger
Disappointment
communications
paradigm
experiment

Keywords

  • BEHAVIOR
  • CONFLICT
  • DECISION-MAKING
  • DISGUST
  • DYADIC NEGOTIATION
  • EMOTIONS
  • EXPRESSION
  • FAIRNESS
  • SOCIAL-FUNCTIONAL-APPROACH
  • ULTIMATUM GAME
  • bargaining
  • communication
  • emotions
  • power

Cite this

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title = "Communication of anger versus disappointment in bargaining and the moderating role of power",
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.KEYWORDSbargaining, communication, emotions, power",
keywords = "BEHAVIOR, CONFLICT, DECISION-MAKING, DISGUST, DYADIC NEGOTIATION, EMOTIONS, EXPRESSION, FAIRNESS, SOCIAL-FUNCTIONAL-APPROACH, ULTIMATUM GAME, bargaining, communication, emotions, power",
author = "{Van Dijk}, E. and {van Beest}, I. and {van Kleef}, G.A. and G. Lelieveld",
year = "2018",
doi = "10.1002/bdm.2079",
language = "English",
volume = "31",
pages = "632--643",
journal = "Journal of Behavioral Decision Making",
issn = "0894-3257",
publisher = "John Wiley and Sons Ltd",
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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.

In: Journal of Behavioral Decision Making, Vol. 31, No. 5, 2018, p. 632-643.

Research output: Contribution to journalArticleScientificpeer-review

TY - JOUR

T1 - Communication of anger versus disappointment in bargaining and the moderating role of power

AU - Van Dijk, E.

AU - van Beest, I.

AU - van Kleef, G.A.

AU - Lelieveld, G.

PY - 2018

Y1 - 2018

N2 - 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.KEYWORDSbargaining, communication, emotions, power

AB - 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.KEYWORDSbargaining, communication, emotions, power

KW - BEHAVIOR

KW - CONFLICT

KW - DECISION-MAKING

KW - DISGUST

KW - DYADIC NEGOTIATION

KW - EMOTIONS

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KW - SOCIAL-FUNCTIONAL-APPROACH

KW - ULTIMATUM GAME

KW - bargaining

KW - communication

KW - emotions

KW - power

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