Interpersonal effects of expressed anger and sorrow in morally charged negotiation
The expression of emotion can play a significant role in strategic decision-making. In this study, we hypothesized that emotion expression alters behavior in morally charged negotiation. We investigated the impact of facial displays of discrete emotions, specifically anger and sadness, in a morally charged multi-issue negotiation task. Our results indicate that if a negotiator associated moral significance to the object of the negotiation, displays of anger resulted in reduced concession making whereas displays of sadness increased concession making. Moral significance of the issues fostered an emotional matching mechanism of sorrow, where a sorrow expression from one party elicited a sorrow expression from the other. Taken together, the results indicate that emotional expressions can affect morally charged negotiation in ways that can inhibit as well as promote cooperation.
Volume (Year): 9 (2014)
Issue (Month): 2 (March)
|Contact details of provider:|| |
References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Tiedens, Larissa Z., 2001. "Anger and Advancement versus Sadness and Subjugation: The Effect of Negative Emotion Expressions on Social Status Conferral," Research Papers 1615, Stanford University, Graduate School of Business.
- Morteza Dehghani & Rumen Iliev & Sonya Sachdeva & Scott Atran & Jeremy Ginges & Douglas Medin, 2009. "Emerging sacred values: Iran's nuclear program," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 4(7), pages 530-533, December.
- Scott Atran & Robert Axelrod, 2008. "Reframing Sacred Values," Post-Print ijn_00505185, HAL.
- Morteza Dehghani & Scott Atran & Rumen Iliev & Sonya Sachdeva & Douglas Medin & Jeremy Ginges, 2010. "Sacred values and conflict over Iran's nuclear program," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 5(7), pages 540-546, December.
- Kahneman, Daniel & Knetsch, Jack L & Thaler, Richard H, 1990. "Experimental Tests of the Endowment Effect and the Coase Theorem," Journal of Political Economy, University of Chicago Press, vol. 98(6), pages 1325-48, December.
When requesting a correction, please mention this item's handle: RePEc:jdm:journl:v:9:y:2014:i:2:p:104-113. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Jonathan Baron)
If references are entirely missing, you can add them using this form.