IDEAS home Printed from https://ideas.repec.org/a/jdm/journl/v9y2014i2p104-113.html
   My bibliography  Save this article

Interpersonal effects of expressed anger and sorrow in morally charged negotiation

Author

Listed:
  • Morteza Dehghani
  • Peter J. Carnevale
  • Jonathan Gratch

Abstract

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.

Suggested Citation

  • Morteza Dehghani & Peter J. Carnevale & Jonathan Gratch, 2014. "Interpersonal effects of expressed anger and sorrow in morally charged negotiation," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 9(2), pages 104-113, March.
  • Handle: RePEc:jdm:journl:v:9:y:2014:i:2:p:104-113
    as

    Download full text from publisher

    File URL: http://journal.sjdm.org/13/13910b/jdm13910b.pdf
    Download Restriction: no

    File URL: http://journal.sjdm.org/13/13910b/jdm13910b.html
    Download Restriction: no

    References listed on IDEAS

    as
    1. 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 1325-1348, December.
    2. Scott Atran & Robert Axelrod, 2008. "Reframing Sacred Values," Post-Print ijn_00505185, HAL.
    3. 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.
    4. 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.
    5. 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.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Barasch, Alixandra & Levine, Emma E. & Schweitzer, Maurice E., 2016. "Bliss is ignorance: How the magnitude of expressed happiness influences perceived naiveté and interpersonal exploitation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 137(C), pages 184-206.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. 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). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.