Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.

@article{Kleef2006SupplicationAA,
  title={Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.},
  author={Gerben A van Kleef and Carsten K W De Dreu and Antony S. R. Manstead},
  journal={Journal of personality and social psychology},
  year={2006},
  volume={91 1},
  pages={
          124-42
        }
}
This study examined the social effects of emotions related to supplication and appeasement in conflict and negotiation. In a computer-simulated negotiation, participants in Experiment 1 were confronted with a disappointed or worried opponent (supplication), with a guilty or regretful opponent (appeasement), or with a nonemotional opponent (control). Compared with controls, participants conceded more when the other experienced supplication emotions and conceded less when the other experienced… CONTINUE READING

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