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@article{ Pietroni2008, title = {Emotions as strategic information: effects of other's emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation}, author = {Pietroni, Davide and Kleef, Gerben A. van and Dreu, Carsten K. W. de and Pagliaro, Stefano}, journal = {Journal of Experimental Social Psychology}, number = {6}, pages = {1444-1454}, volume = {44}, year = {2008}, doi = {https://doi.org/10.1016/j.jesp.2008.06.007}, urn = {https://nbn-resolving.org/urn:nbn:de:0168-ssoar-267554}, 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; information}}