• DOI:10.1002/EJSP.320
Corpus ID: 375767

Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making

@article{Kleef2006PowerAE,
  title={Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making},
  author={G. V. Kleef and C. D. Dreu and D. Pietroni and A. Manstead},
  journal={European Journal of Social Psychology},
  year={2006},
  volume={36},
  pages={557-581}
}

G. V. Kleef, C. D. Dreu, +1 author A. Manstead

Published 2006

Psychology

European Journal of Social Psychology

This paper focuses on the interactive effects of power and emotion in negotiation. Previous research has shown that negotiators concede more to angry opponents than to happy ones, and that power influences the amount of attention that is devoted to the social environment. Integrating these two lines of inquiry, we predicted that low-power negotiators would be influenced by their opponent's emotions (conceding more to an angry opponent than to a happy one), whereas high-power negotiators would… CONTINUE READING

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