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
Emotional Labor at a Crossroads: Where Do We Go from Here?
Grandey, A. A., & Gabriel, A. S. (2015) · Annual Review of Organizational Psychology and Organizational Behavior · doi:10.1146/annurev-orgpsych-032414-111400 · Cited by 664
The Social Effects of Emotions
van Kleef, G. A., & Côté, S. (2022) · Annual Review of Psychology · doi:10.1146/annurev-psych-020821-010855 · Cited by 534
Self-citationVan Kleef, G. A., Homan, A. C., Beersma, B., Van Knippenberg, D., Van Knippenberg, B., & Damen, F. (2009) · Academy of Management Journal · doi:10.5465/amj.2009.41331253 · Cited by 360
Self-citationGet excited: reappraising pre-performance anxiety as excitement.
Brooks, A. W. (2014) · Journal of Experimental Psychology General · doi:10.1037/a0035325 · Cited by 349
Expressing anger in conflict: When it helps and when it hurts.
Van Kleef, G. A., & Côté, S. (2007) · Journal of Applied Psychology · doi:10.1037/0021-9010.92.6.1557 · Cited by 317
Convergent and divergent responses to emotional displays of ingroup and outgroup.
van der Schalk, J., Fischer, A., Doosje, B., Wigboldus, D., Hawk, S., Rotteveel, M., & Hess, U. (2011) · Emotion · doi:10.1037/a0022582 · Cited by 275
Friedman, R., Anderson, C., Brett, J., Olekalns, M., Goates, N., & Lisco, C. C. (2004) · Journal of Applied Psychology · doi:10.1037/0021-9010.89.2.369 · Cited by 269
Reading people’s minds from emotion expressions in interdependent decision making.
de Melo, C. M., Carnevale, P. J., Read, S. J., & Gratch, J. (2014) · Journal of Personality and Social Psychology · doi:10.1037/a0034251 · Cited by 260
Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2006) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.91.1.124 · Cited by 227
Self-citationvan Dijk, E., van Kleef, G. A., Steinel, W., & van Beest, I. (2008) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.94.4.600 · Cited by 216
Cheshin, A., Rafaeli, A., & Bos, N. (2011) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2011.06.002 · Cited by 213
The tango of two deadly sins: The social-functional relation of envy and pride.
Lange, J., & Crusius, J. (2015) · Journal of Personality and Social Psychology · doi:10.1037/pspi0000026 · Cited by 194
Smiles as Multipurpose Social Signals
Martin, J., Rychlowska, M., Wood, A., & Niedenthal, P. (2017) · Trends in Cognitive Sciences · doi:10.1016/j.tics.2017.08.007 · Cited by 187
Affective divergence: Automatic responses to others' emotions depend on group membership.
Weisbuch, M., & Ambady, N. (2008) · Journal of Personality and Social Psychology · doi:10.1037/a0011993 · Cited by 176
Cross-cultural evidence that the nonverbal expression of pride is an automatic status signal.
Tracy, J. L., Shariff, A. F., Zhao, W., & Henrich, J. (2013) · Journal of Experimental Psychology: General · doi:10.1037/a0028412 · Cited by 163
Van Kleef, G. A., Homan, A. C., Beersma, B., & van Knippenberg, D. (2010) · Psychological Science · doi:10.1177/0956797610387438 · Cited by 162
Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation
Wang, L., Northcraft, G. B., & Van Kleef, G. A. (2012) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2012.05.002 · Cited by 144
Self-citationCultural Variance in the Interpersonal Effects of Anger in Negotiations
Adam, H., Shirako, A., & Maddux, W. W. (2010) · Psychological Science · doi:10.1177/0956797610370755 · Cited by 138
Lelieveld, G.-J., Van Dijk, E., Van Beest, I., & Van Kleef, G. A. (2012) · Personality and Social Psychology Bulletin · doi:10.1177/0146167212446938 · Cited by 129
The Dark Side of a Smiley: Effects of Smiling Emoticons on Virtual First Impressions
Glikson, E., Cheshin, A., & Kleef, G. A. V. (2018) · Social Psychological and Personality Science · doi:10.1177/1948550617720269 · Cited by 129
Self-citationHow leaders' emotional displays shape followers' organizational citizenship behavior
Koning, L. F., & Van Kleef, G. A. (2015) · The Leadership Quarterly · doi:10.1016/j.leaqua.2015.03.001 · Cited by 127
Heerdink, M. W., van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2013) · Journal of Personality and Social Psychology · doi:10.1037/a0033362 · Cited by 110
Self-citationFilipowicz, A., Barsade, S., & Melwani, S. (2011) · Journal of Personality and Social Psychology · doi:10.1037/a0023545 · Cited by 108
Van Doorn, E. A., Heerdink, M. W., & Van Kleef, G. A. (2012) · Cognition and Emotion · doi:10.1080/02699931.2011.648174 · Cited by 105
Self-citationGet angry, get out: The interpersonal effects of anger communication in multiparty negotiation
Beest, I. V., Van Kleef, G. A., & Dijk, E. V. (2008) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2008.02.008 · Cited by 96
Self-citationHillebrandt, A., & Barclay, L. J. (2017) · Journal of Applied Psychology · doi:10.1037/apl0000174 · Cited by 81
Melwani, S., & Barsade, S. G. (2011) · Journal of Personality and Social Psychology · doi:10.1037/a0023492 · Cited by 81
van Kleef, G. A., Cheshin, A., Koning, L. F., & Wolf, S. A. (2019) · Psychology of Sport and Exercise · doi:10.1016/j.psychsport.2018.11.004 · Cited by 78
Lelieveld, G.-J., Van Dijk, E., Van Beest, I., & Van Kleef, G. A. (2013) · Journal of Personality and Social Psychology · doi:10.1037/a0033345 · Cited by 74
Rauchbauer, B., Majdandžić, J., Hummer, A., Windischberger, C., & Lamm, C. (2015) · Cortex · doi:10.1016/j.cortex.2015.03.007 · Cited by 69
Weep and get more: When and why sadness expression is effective in negotiations.
Sinaceur, M., Kopelman, S., Vasiljevic, D., & Haag, C. (2015) · Journal of Applied Psychology · doi:10.1037/a0038783 · Cited by 69
Heerdink, M. W., van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2015) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2014.09.004 · Cited by 69
Self-citationHepp, J., Lane, S. P., Carpenter, R. W., Niedtfeld, I., Brown, W. C., & Trull, T. J. (2017) · Clinical Psychological Science · doi:10.1177/2167702616677312 · Cited by 64
Strategic consequences of emotional misrepresentation in negotiation: The blowback effect.
Campagna, R. L., Mislin, A. A., Kong, D. T., & Bottom, W. P. (2016) · Journal of Applied Psychology · doi:10.1037/apl0000072 · Cited by 64
Adam, H., & Brett, J. M. (2015) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2015.07.001 · Cited by 62
The Modulation of Mimicry by Ethnic Group-Membership and Emotional Expressions
Rauchbauer, B., Majdandžić, J., Stieger, S., & Lamm, C. (2016) · PLOS ONE · doi:10.1371/journal.pone.0161064 · Cited by 50
“Yet, besides social group membership, affiliative intent can also be discerned from emotion expressions: expressions of happiness, such as in a smile, can be assumed to inherently signal affiliative intent, whereas an angry facial expression implies aggression and conveys counteraffiliative intent [10, 34, 41, 42, 43].”
More than words (and faces): evidence for a Stroop effect of prosody in emotion word processing
Filippi, P., Ocklenburg, S., Bowling, D. L., Heege, L., Güntürkün, O., Newen, A., & de Boer, B. (2017) · Cognition and Emotion · doi:10.1080/02699931.2016.1177489 · Cited by 52
van Doorn, E. A., van Kleef, G. A., & van der Pligt, J. (2015) · Motivation and Emotion · doi:10.1007/s11031-014-9421-6 · Cited by 51
Self-citationEverything in moderation: The social effects of anger depend on its perceived intensity
Adam, H., & Brett, J. M. (2018) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2017.11.014 · Cited by 44
Cohen-Chen, S., van Kleef, G. A., Crisp, R. J., & Halperin, E. (2019) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2019.04.002 · Cited by 41
Self-citationHow Is the Boss's Mood Today? I Want a Raise
Andrade, E. B., & Ho, T.-H. (2007) · Psychological Science · doi:10.1111/j.1467-9280.2007.01956.x · Cited by 32
Team members’ emotional displays as indicators of team functioning
Homan, A. C., Van Kleef, G. A., & Sanchez-Burks, J. (2016) · Cognition and Emotion · doi:10.1080/02699931.2015.1039494 · Cited by 31
Self-citationWatching More Closely: Shot Scale Affects Film Viewers’ Theory of Mind Tendency But Not Ability
Rooney, B., & Bálint, K. E. (2018) · Frontiers in Psychology · doi:10.3389/fpsyg.2017.02349 · Cited by 26
When and how communicated guilt affects contributions in public good dilemmas
Wubben, M. J. J., De Cremer, D., & Dijk, E. V. (2009) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2008.07.015 · Cited by 19
Bálint, K. E., & Rooney, B. (2019) · Art and Perception · doi:10.1163/22134913-20191095 · Cited by 10
(2006) · doi:10.4324/9780203726594 · Cited by 5
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
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.
