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Challenge and threat responses to anger communication in coalition formation

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  • Van Beest, Ilja
  • Scheepers, Daan

Abstract

Research on multiparty negotiation has investigated how parties form coalitions to secure payoffs but has not assessed the underlying self-regulatory and physiological principles. Integrating insights from research on the social functions of emotions and the bio-psychosocial model as proposed by Blascovich and colleagues, we assessed threat and challenge responses to anger communication in a three-player coalition setting. Depending on condition, participants were confronted with an angry message from either their initially-preferred coalition partner or from both their preferred and not-preferred coalition partner. Results showed that this manipulation had an impact on the cardiovascular (CV) response of participants and their subsequent behavior. In the “preferred player angry” condition participants displayed a CV-pattern indicative of challenge while in the “all player angry” condition participants displayed a CV-pattern indicative of threat. Moreover, compared to threatened participants, challenged participants were more likely to switch coalition partner. We discuss the implications of these results for theorizing on emotions, coalition formation, and the BPSM.

Suggested Citation

  • Van Beest, Ilja & Scheepers, Daan, 2013. "Challenge and threat responses to anger communication in coalition formation," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 50-57.
  • Handle: RePEc:eee:joepsy:v:38:y:2013:i:c:p:50-57
    DOI: 10.1016/j.joep.2012.10.005
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    References listed on IDEAS

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    1. Gerben A. Kleef & Eric Dijk & Wolfgang Steinel & Fieke Harinck & Ilja Beest, 2008. "Anger in social conflict: Cross-situational comparisons and suggestions for the future," Group Decision and Negotiation, Springer, vol. 17(1), pages 13-30, January.
    2. Marwan Sinaceur & Kleef Gerben A. Van & Margaret A. Neal & Hajo Adam & Christophe Haag, 2011. "Hot or cold : Is communicating anger or threats more effective in negotiation?," Post-Print hal-02312626, HAL.
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    More about this item

    Keywords

    Bargaining theory; Psychophysiology; Negotiation; Motivation and emotion; Anger;
    All these keywords.

    JEL classification:

    • C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games
    • C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory
    • C92 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Group Behavior

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