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%T Emotions as strategic information: effects of other's emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation %A Pietroni, Davide %A Kleef, Gerben A. van %A Dreu, Carsten K. W. de %A Pagliaro, Stefano %J Journal of Experimental Social Psychology %N 6 %P 1444-1454 %V 44 %D 2008 %K Emotion; Fixed-pie perception; Negotiation; Demands; Integrative behavior; Win–win agreement %= 2011-09-26T13:22:00Z %~ http://www.peerproject.eu/ %> https://nbn-resolving.org/urn:nbn:de:0168-ssoar-267554 %X "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) %C NLD %G en %9 journal article %W GESIS - http://www.gesis.org %~ SSOAR - http://www.ssoar.info