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Emotions as strategic information: effects of other's emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation


Pietroni, Davide; Kleef, Gerben A. van; Dreu, Carsten K. W. de; Pagliaro, Stefano


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Abstract "Negotiators often fail to reach integrative ('win–win') agreements because they think that their own and other’s preferences are diametrically opposed—the so-called fixed-pie perception. We examined how verbal (Experiment 1) and nonverbal (Experiment 2) emotional expressions may reduce fixed-pie perception and promote integrative behavior. In a two-issue computer-simulated negotiation, participants negotiated with a counterpart emitting one of the following emotional response patterns: (1) anger on both issues, (2) anger on participant's high priority issue and happiness on participant's low-priority issue, (3) happiness on high priority issue and anger on low-priority issue, or (4) happiness on both issues. In both studies, the third pattern reduced fixed-pie perception and increased integrative behavior, whereas the second pattern amplified bias and reduced integrative behavior. Implications for how emotions shape social exchange are discussed." (author's abstract)
Thesaurusschlagwörter information
Klassifikation Sozialpsychologie
Freie Schlagwörter Emotion; Fixed-pie perception; Negotiation; Demands; Integrative behavior; Win–win agreement
Sprache Dokument Englisch
Publikationsjahr 2008
Seitenangabe S. 1444-1454
Zeitschriftentitel Journal of Experimental Social Psychology, 44 (2008) 6
DOI http://dx.doi.org/10.1016/j.jesp.2008.06.007
Status Postprint; begutachtet (peer reviewed)
Lizenz PEER Licence Agreement (applicable only to documents from PEER project)