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

[journal article]

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

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Please use the following Persistent Identifier (PID) to cite this document:http://nbn-resolving.de/urn:nbn:de:0168-ssoar-267554

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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)
Keywords information
Classification Social Psychology
Free Keywords Emotion; Fixed-pie perception; Negotiation; Demands; Integrative behavior; Win–win agreement
Document language English
Publication Year 2008
Page/Pages p. 1444-1454
Journal Journal of Experimental Social Psychology, 44 (2008) 6
DOI http://dx.doi.org/10.1016/j.jesp.2008.06.007
Status Postprint; peer reviewed
Licence PEER Licence Agreement (applicable only to documents from PEER project)