Cited by 227Conflict Management and NegotiationEmotions and Moral BehaviorSocial Power and Status Dynamics

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Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.

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Van Kleef, Gerben A., De Dreu, Carsten K. W., Manstead, Antony S. R.·2006·Journal of Personality and Social Psychology

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Abstract

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 appeasement emotions (especially guilt). Experiment 2 replicated the effects of disappointment and guilt and showed that they are moderated by the perceiver's dispositional trust: Negotiators high in trust conceded more to a disappointed counterpart than to a happy one, but those with low trust were unaffected. In Experiment 3, trust was manipulated through information about the other's personality (cooperative vs. competitive), and a similar moderation was obtained.

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See all 227

Authors: Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R.
Affiliations: Cardiff University (GB)
ORCID: Van Kleef, Gerben A.
De Dreu, Carsten K. W.
Manstead, Antony S. R.
Venue: Journal of Personality and Social Psychology
Publisher: American Psychological Association (APA)
Published: 2006-07
Volume: 91
Issue: 1
Pages: 124-142
ISSN: 0022-3514 (ISSN-L)
1939-1315
DOI: 10.1037/0022-3514.91.1.124
OpenAlex: W2026443152
Cited by: 227
References: 148
Citations by year: 2026: 6 · 2025: 5 · 2024: 9 · 2023: 3 · 2022: 10 · 2021: 7 · 2020: 7 · 2019: 13 · 2018: 12 · 2017: 9 · 2016: 9 · 2015: 17 · 2014: 21 · 2013: 23 · 2012: 15
FWCI: 32.50
Type: journal article
Language: en
Open access: green
handle.uba.uva.nl
Licence: other-oa
Locations: Journal of Personality and Social Psychology (publishedVersion)
PubMed (publishedVersion)
UvA-DARE (University of Amsterdam) (publishedVersion, other-oa)
University of Groningen research database (University of Groningen / Centre for Information Technology) (submittedVersion, other-oa)
Data Archiving and Networked Services (DANS) (submittedVersion, other-oa)
Topics: Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Conflict Management and Negotiation
Social Sciences › Psychology › Social Psychology › Emotions and Moral Behavior
Social Sciences › Sociology and Political Science › Social Power and Status Dynamics
Keywords: dua, appeasement, negotiation, conflict, disappointment, worry, guilt, regret, concessions, trust, interpersonal emotions, dispositional trust
MeSH terms: Anxiety, Computer Simulation, Conflict, Psychological, Dominance-Subordination, Emotions, Female, Guilt, Humans, Internal-External Control, Interpersonal Relations, Male, Social Behavior, Students, Negotiating, Personal Construct Theory, Trust

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Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.

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