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 C. D. De Dreu and A. 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… Expand

Figures, Tables, and Topics from this paper

Does communicating disappointment in negotiations help or hurt? Solving an apparent inconsistency in the social-functional approach to emotions.
TLDR
It is demonstrated that the interpersonal effects of disappointment depend on (a) the opponent's group membership and (b) the type of negotiation, and the argument is developed that communicating disappointment elicits generous offers when it evokes guilt in the target, but elicits low offersWhen it does not. Expand
Social Motive Expectations and the Concession Timing Effect
It has been shown that concession timing can influence a negotiator's satisfaction with and judgment of the negotiation partner, the quality of the object, and the agreed upon price (Kwon & Weingart,Expand
Fear and guilt in proposers : Using emotions to explain offers in ultimatum bargaining
We argue that offers in bargaining are guided by the emotions that proposers anticipate when contemplating their offers. In particular, we reason that positive offers may be driven by fear and guilt,Expand
What Other's Disappointment May Do to Selfish People: Emotion and Social Value Orientation in a Negotiation Context
TLDR
Results of a computer-mediated negotiation supported the second prediction: Proselfs conceded more to a disappointed opponent than to a neutral or angry one, whereas prosocials were unaffected by the other's emotion. Expand
What Other's Disappointment May Do to Selfish People: Emotion and Social Value Orientation in a Negotiation Context
The authors examined whether individual differences in social value orientation moderate responses to other’s expressions of disappointment in negotiation. The literature suggested competingExpand
The Effect of the Negotiator's Social Power as a Function of the Counterpart's Emotional Reactions in a Computer Mediated Negotiation
A negotiator’s own power and their counterpart’s emotional reaction to the negotiation both influence the outcome of negotiations. The present research addressed the question of their relativeExpand
Emotion in Conflict and Negotiation: Introducing the Emotions as Social Information (EASI) Model
This paper reviews the current state of research on the interpersonal effects of emotions in conflict and negotiation. The review shows that a great variety of emotions, such as anger, happiness,Expand
Power and the Mediating Role of Reciprocal and Complementary Emotions Why Anger and Disappointment Affect Other ' s Bargaining Behavior Differently : The Moderating Role of
In two experiments, the authors investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research focused on the informational inferences that bargainersExpand
Cultural variation in the role of responsibility in regret and disappointment: The Italian case
Regret and disappointment are decision-making related emotions. We examine the relation between these emotions and responsibility for the decision outcomes in the Italian language. This isExpand
Disappointment expression evokes collective guilt and collective action in intergroup conflict: the moderating role of legitimacy perceptions
TLDR
It is argued that in the context of intergroup conflicts, outgroup members’ expression of disappointment with one’s ingroup induces the complementary emotion of collective guilt and correspondingly a collective action protesting ingroup actions against the outgroup. Expand
...
1
2
3
4
5
...

References

SHOWING 1-10 OF 151 REFERENCES
Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making
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 powerExpand
Fairness and Emotions: Reactions to the Process and Outcomes of Negotiations
This study examines how the negotiation context affects evaluations ofprocedural and distrbutivejustice, which in turn influence emotional reactions to the bargainingprocess and thefinal outcomeExpand
Social motives and trust in integrative negotiation : The disruptive effects of punitive capability
Two studies tested the effects of negotiators' social motive (cooperative vs. individualistic) and punitive capability (high vs. low) on trust, negotiation behavior, and joint outcomes. On the basisExpand
Affect in Dyadic Negotiation: A Model and Propositions
The topic of affect has been described as an important, but underexplored area of the social psychology of negotiation. In this paper we seek to advance thinking about affective processes inExpand
The Influence of Anger and Compassion on Negotiation Performance
We examined whether the discrete, other-directed emotions of anger and compassion exert a greater influence on negotiations than mood. Drawing on cognitive appraisal theories of emotion, weExpand
The interpersonal effects of emotions in negotiations: a motivated information processing approach.
TLDR
Results support the motivated information processing model by showing that negotiators are only affected by their opponent's emotions if they are motivated to consider them. Expand
The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes
How do emotions affect the opponent's behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness. In Study 1 participants received information about theExpand
Reactions to crime victims : Effects of victims' emotional state and type of relationship
Two experiments investigated the impact of potential supporters' relationship to a crime victim (communal—very close friend, exchange—casual acquaintance) and the victim's emotional reactions (fear,Expand
The effects of feelings of guilt on the behaviour of uncooperative individuals in repeated social bargaining games: An affect-as-information interpretation of the role of emotion in social interaction
TLDR
Results are discussed in terms of an “affect-as-information” model, which suggests that non-cooperating individuals who experience the negative affective state associated with guilt in a social bargaining game may be using this feeling state as “ information” about the future costs of pursuing an uncooperative strategy. Expand
On bad decisions and disconfirmed expectancies: The psychology of regret and disappointment
Decision outcomes sometimes result in negative emotions. This can occur when a decision appears to be wrong in retrospect, and/or when the obtained decision outcome does not live up to expectations.Expand
...
1
2
3
4
5
...