dc.contributor.author | Pietroni, Davide | de |
dc.contributor.author | Kleef, Gerben A. van | de |
dc.contributor.author | Dreu, Carsten K. W. de | de |
dc.contributor.author | Pagliaro, Stefano | de |
dc.date.accessioned | 2011-09-25T02:50:00Z | de |
dc.date.accessioned | 2012-08-29T23:02:21Z | |
dc.date.available | 2012-08-29T23:02:21Z | |
dc.date.issued | 2008 | de |
dc.identifier.uri | http://www.ssoar.info/ssoar/handle/document/26755 | |
dc.description.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) | en |
dc.language | en | de |
dc.subject.ddc | Psychology | en |
dc.subject.ddc | Psychologie | de |
dc.subject.other | Emotion; Fixed-pie perception; Negotiation; Demands; Integrative behavior; Win–win agreement | |
dc.title | Emotions as strategic information: effects of other's emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation | en |
dc.description.review | begutachtet (peer reviewed) | de |
dc.description.review | peer reviewed | en |
dc.source.journal | Journal of Experimental Social Psychology | de |
dc.source.volume | 44 | de |
dc.publisher.country | NLD | |
dc.source.issue | 6 | de |
dc.subject.classoz | Social Psychology | en |
dc.subject.classoz | Sozialpsychologie | de |
dc.subject.thesoz | Information | de |
dc.subject.thesoz | information | en |
dc.identifier.urn | urn:nbn:de:0168-ssoar-267554 | de |
dc.date.modified | 2011-09-26T13:22:00Z | de |
dc.rights.licence | PEER Licence Agreement (applicable only to documents from PEER project) | de |
dc.rights.licence | PEER Licence Agreement (applicable only to documents from PEER project) | en |
ssoar.gesis.collection | SOLIS;ADIS | de |
ssoar.contributor.institution | http://www.peerproject.eu/ | de |
internal.status | 3 | de |
internal.identifier.thesoz | 10036968 | |
dc.type.stock | article | de |
dc.type.document | journal article | en |
dc.type.document | Zeitschriftenartikel | de |
dc.rights.copyright | f | de |
dc.source.pageinfo | 1444-1454 | |
internal.identifier.classoz | 10706 | |
internal.identifier.journal | 199 | de |
internal.identifier.document | 32 | |
internal.identifier.ddc | 150 | |
dc.identifier.doi | https://doi.org/10.1016/j.jesp.2008.06.007 | de |
dc.description.pubstatus | Postprint | en |
dc.description.pubstatus | Postprint | de |
internal.identifier.licence | 7 | |
internal.identifier.pubstatus | 2 | |
internal.identifier.review | 1 | |
internal.check.abstractlanguageharmonizer | CERTAIN | |
internal.check.languageharmonizer | CERTAIN_RETAINED | |