The DOI matches its Crossref record; 16 of the 16 references it cites were found in a registry or an index.
The Interpersonal Effects of Anger and Happiness in Negotiations.
Abstract
Three experiments investigated the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, participants received information about the emotional state (anger, happiness, or none) of their opponent. Consistent with a strategic-choice perspective, Experiment 1 showed that participants conceded more to an angry opponent than to a happy one. Experiment 2 showed that this effect was caused by tracking--participants used the emotion information to infer the other's limit, and they adjusted their demands accordingly. However, this effect was absent when the other made large concessions. Experiment 3 examined the interplay between experienced and communicated emotion and showed that angry communications (unlike happy ones) induced fear and thereby mitigated the effect of the opponent's experienced emotion. These results suggest that negotiators are especially influenced by their opponent's emotions when they are motivated and able to consider them.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
Cites
Baron, R. M., & Kenny, D. A. (1986) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.51.6.1173 · Cited by 91,532
Lazarus, R. S. (1991) · doi:10.1093/oso/9780195069945.001.0001 · Cited by 12,691
Salovey, P., & Mayer, J. D. (1990) · Imagination, Cognition and Personality · doi:10.2190/dugg-p24e-52wk-6cdg · Cited by 10,484
Feeling and thinking: Preferences need no inferences.
Zajonc, R. B. (1980) · American Psychologist · doi:10.1037/0003-066x.35.2.151 · Cited by 8,094
Schwarz, N., & Clore, G. L. (1983) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.45.3.513 · Cited by 4,952
The Repertoire of Nonverbal Behavior: Categories, Origins, Usage, and Coding
EKMAN, P., & FRIESEN, W. V. (1969) · Semiotica · doi:10.1515/semi.1969.1.1.49 · Cited by 3,316
Positive affect facilitates creative problem solving.
Isen, A. M., Daubman, K. A., & Nowicki, G. P. (1987) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.52.6.1122 · Cited by 2,986
Social Functions of Emotions at Four Levels of Analysis
Keltner, D., & Haidt, J. (1999) · Cognition and Emotion · doi:10.1080/026999399379168 · Cited by 1,743
Emotion, Social Function, and Psychopathology
Keltner, D., & Kring, A. M. (1998) · Review of General Psychology · doi:10.1037/1089-2680.2.3.320 · Cited by 773
Carnevale, P. J. D., & Isen, A. M. (1986) · Organizational Behavior and Human Decision Processes · doi:10.1016/0749-5978(86)90041-5 · Cited by 751 · cited 2×
“…(Baron, 1990), stimulate creative problem solving (Isen, Daubman, & Nowicki, 1987), increase joint gains (Allred, Mallozzi, Matsui, & Raia, 1997; Carnevale & Isen, 1986), increase preferences for cooperation (Baron, Fortin, Frei, Hauver, & Shack, 1990), reduce the use of contentious tactics…”
Background
Cited by
Lerner, J. S., Li, Y., Valdesolo, P., & Kassam, K. S. (2015) · Annual Review of Psychology · doi:10.1146/annurev-psych-010213-115043 · Cited by 2,913
How Emotions Regulate Social Life: The Emotions as Social Information (EASI) Model
Van Kleef, G. A. (2009) · Current Directions in Psychological Science · doi:10.1111/j.1467-8721.2009.01633.x · Cited by 1,457
Self-citationFeeling and Believing: The Influence of Emotion on Trust.
Dunn, J. R., & Schweitzer, M. E. (2005) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.88.5.736 · Cited by 1,301
Beat them or ban them: the characteristics and social functions of anger and contempt
Fischer, A. H., & Roseman, I. J. (2007) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.93.1.103 · Cited by 723
A Social Interaction Model Of The Effects Of Emotion Regulation On Work Strain
CÔTÉ, S. (2005) · Academy of Management Review · doi:10.5465/amr.2005.17293692 · Cited by 669
Metadata
- Authors
- van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R.
- Venue
- Journal of Personality and Social Psychology
- Published
- 2004-01
- Volume
- 86
- Issue
- 1
- Pages
- 57-76
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W2017725200
- Cited by
- 883
- References
- 16
- FWCI
- 78.52
- Type
- journal article
- Language
- en
- Open access
- closed
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
How to cite
Cite CoChat for the checks on this page, and the paper for its own findings.
- This page
- CoChat. (2026). Citation check: The Interpersonal Effects of Anger and Happiness in Negotiations. https://app.cochat.ai/papers/10.1037/0022-3514.86.1.57
- The paper
- van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The Interpersonal Effects of Anger and Happiness in Negotiations. Journal of Personality and Social Psychology. https://doi.org/10.1037/0022-3514.86.1.57
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
