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So You Want Me to Believe You’re Happy or Angry? How Negotiators Perceive and Respond to Emotion Deception

Author

Listed:
  • Zi Ye

    (Leiden University)

  • Gert-Jan Lelieveld

    (Leiden University)

  • Marret K. Noordewier

    (Leiden University)

  • Eric Dijk

    (Leiden University)

Abstract

Past work suggests that emotion deception in negotiations – communicating a different emotion than experienced – is perceived negatively. We, however, argue that this depends on the type of emotion deception. We compared two emotion deception types – communicating anger while actually being happy, and communicating happiness while being angry – to genuine communications of happiness and anger. In three preregistered experiments (N = 500), participants played the role of employee or supervisor and negotiated with an opponent about salary raises. After their initial offer, participants learned their opponent’s experienced (happiness vs. anger) and communicated emotion (happiness vs. anger). Then, participants made their final demand and reported perceptions of their opponent’s limits and sacrifice. Results showed that participants perceived opponents who communicated genuine anger as having stricter limits and conceded more to them than to opponents using the other emotion communication types. Moreover, opponents who communicated happiness but experienced anger were perceived as making more of a sacrifice than opponents who communicated anger but experienced happiness. In Experiment 3, we also examined effects of emotion deception on non-negotiated outcomes, by assessing the likelihood to hand the opponent a year-end bonus. Participants were most likely to allocate the bonus to opponents that truthfully communicated happiness. Moreover, participants were more likely to allocate the bonus to opponents who communicated happiness but experienced anger than to opponents who communicated anger but experienced happiness. These findings extend social functional accounts of emotion communication, by showing that effects of emotion deception depend on the type of experienced and/or communicated emotions.

Suggested Citation

  • Zi Ye & Gert-Jan Lelieveld & Marret K. Noordewier & Eric Dijk, 2023. "So You Want Me to Believe You’re Happy or Angry? How Negotiators Perceive and Respond to Emotion Deception," Group Decision and Negotiation, Springer, vol. 32(6), pages 1469-1496, December.
  • Handle: RePEc:spr:grdene:v:32:y:2023:i:6:d:10.1007_s10726-023-09850-0
    DOI: 10.1007/s10726-023-09850-0
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    References listed on IDEAS

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    1. Frances J. Milliken & Elizabeth W. Morrison & Patricia F. Hewlin, 2003. "An Exploratory Study of Employee Silence: Issues that Employees Don’t Communicate Upward and Why," Journal of Management Studies, Wiley Blackwell, vol. 40(6), pages 1453-1476, September.
    2. Jäger, Andreas & Loschelder, David D. & Friese, Malte, 2017. "Using self-regulation to overcome the detrimental effects of anger in negotiations," Journal of Economic Psychology, Elsevier, vol. 58(C), pages 31-43.
    3. Cheryl Rivers & Roger Volkema, 2013. "East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators," Journal of Business Ethics, Springer, vol. 115(1), pages 17-31, June.
    4. Daniel Druckman & Mara Olekalns, 2008. "Emotions in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 1-11, January.
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