Longer-term consequences of anger expression in negotiation: Retaliation or spillover?

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• 作者：Gerben A. Van Kleef ; Carsten K.W. De Dreu
• 关键词：Anger ; Negotiation ; Cooperation ; Longer-term consequences ; Social value orientation ; Apologies
• 刊名：Journal of Experimental Social Psychology
• 出版年：2010
• 出版时间：September 2010
• 年：2010
• 卷：46
• 期：5
• 页码：753-760
• 全文大小：250 K

文摘

Negotiators often concede to angry partners. But what happens when they meet again? According to the spillover hypothesis, negotiators demand less from previously angry partners because they perceive them as tough. According to the retaliation hypothesis, negotiators demand more from previously angry partners because of negative impressions and a desire to get even. Experiment 1 showed that participants demanded less in later negotiations when their partner in a previous negotiation had expressed anger (rather than no emotion) and the later negotiation was with the same (rather than a different) partner. Consistent with the spillover hypothesis, this effect was mediated by inferences regarding the partner’s toughness. Experiment 2 showed that apologies reduce the negative effects of anger on impressions and desire for future interaction. Behavioral reactions were moderated by social value orientation: extending the established might/morality effect, prosocial participants responded cooperatively to an apology, whereas proselfs responded competitively.