The Interpersonal Effects of Anger and Happiness in Negotiations

The interpersonal effects of anger and happiness in negotiations

Three experiments investigated the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, ...

Experiment 3 examined the interplay between experienced and commu- nicated emotion and showed that angry communications (unlike happy ones) induced fear and ...

The Interpersonal Effects of Anger and Happiness in Negotiations.

Three experiments investigated the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, ...

The Interpersonal Effects of Anger and Happiness in Negotiations

Happiness and anger are among the most commonly experienced and communicated emotions in negotiations, which may explain why negotiation ...

The Interpersonal Effects of Anger and Happiness in Negotiations.

In the course of a computer-mediated negotiation, participants received information about the emotional state (anger, happiness, or none) of their opponent.

The Interpersonal Effects of Anger and Happiness on Negotiation ...

How do emotions affect the opponent's behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness.

The interpersonal effects of anger and happiness in negotiations.

The results suggest that negotiators are especially influenced by their opponent's emotions when they are motivated and able to consider them.

I feel, therefore you act: Intrapersonal and interpersonal effects of ...

We examine how emotion (anger and happiness) affects value claiming and creation in a dyadic negotiation between parties with unequal power.

Cultural Variance in the Interpersonal Effects of Anger in Negotiations

However, these studies and related research on the effects of expressing discrete emotions. (e.g., anger, happiness, disappointment) in negotiations is almost ...

power moderates the interpersonal effects of anger and happiness ...

This paper focuses on the interactive effects of power and emotion in negotiation. Previous research has shown that negotiators concede more to angry ...

The Interpersonal Effects of Anger and Happiness on Negotiation ...

Abstract: How do emotions affect the opponent's behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness.

The interpersonal effects of emotions in negotiations: a motivated ...

Three experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations.

Strategic Display of Anger and Happiness in Negotiation

Experiment One extends previous research on the interpersonal effects of emotion in negotiation by indicating that the perceived authenticity of ...

The interpersonal effects of emotions in negotiations: A motivated ...

Three experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In Experiment 1 ...

When happiness pays in negotiation: The interpersonal effects of ...

Previous research on the interpersonal effects of emotions in negotiation suggested that bargainers obtain higher outcomes expressing anger, when it is not ...

Interpersonal effects of expressed anger and sorrow in morally ...

Taken together, the results indicate that emotional expressions can affect morally charged negotiation in ways that can inhibit as well as ...

The Interpersonal Effects of Anger and Happiness on Negotiation ...

The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes · List of references · Publications that cite this publication.

The interpersonal effects of emotions in negotiations: a motivated ...

... the interpersonal effects of anger and happiness in negotiations. In Experiment 1, participants received information about the opponent's emotion (anger, ...

The interpersonal effects of emotions in negotiations: a motivated ...

In Experiment 1, participants received information about the opponent's emotion (anger, happiness, or none) in a computer-mediated negotiation. As predicted, ...

Interpersonal effects of expressed anger and sorrow in morally ...

We investigated the impact of facial displays of discrete emotions, specifically anger and sadness, in a morally charged multi-issue negotiation task. Our ...