What other's disappointment may do to selfish people: emotion and social value orientation in a negotiation context.

@article{Kleef2008WhatOD,
  title={What other's disappointment may do to selfish people: emotion and social value orientation in a negotiation context.},
  author={Gerben A van Kleef and Paul A M Van Lange},
  journal={Personality & social psychology bulletin},
  year={2008},
  volume={34 8},
  pages={1084-95}
}
The authors examined whether individual differences in social value orientation moderate responses to other's expressions of disappointment in negotiation. The literature suggested competing hypotheses: First, prosocials are more responsive to other's disappointment because they have a greater concern for other; second, proselfs are more responsive because they see other's disappointment as a threat to their own outcomes. Results of a computer-mediated negotiation in which a simulated opponent… CONTINUE READING

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