The DOI matches its Crossref record; 143 of the 148 references it cites were found in a registry or an index.
Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.
Open accessAbstract
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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In the citing paper
“Furthermore, negotiation studies indicate that verbal as well as nonverbal expressions of disappointment and worry can elicit concessions from counterparts (Lelieveld et al. 2012(Lelieveld et al. , 2013;;Van Kleef et al. 2006).”
From The Social Effects of Emotions (2022) · cites this paper as Van Kleef et al. 2006
In the citing paper
“In a series of negotiation studies, participants interpreted verbal expressions of guilt and regret by a counterpart as a sign that the other had claimed too much in a previous round and, in turn, made smaller concessions to them (even though they rated them more favorably than counterparts who did not express such emotions) (Van Kleef et al. 2006).”
From The Social Effects of Emotions (2022) · cites this paper as Van Kleef et al. 2006
In the citing paper
“and from expressions of disappointment that the counterpart had hoped for a better outcome (Van Kleef et al. 2006).”
From The Social Effects of Emotions (2022) · cites this paper as Van Kleef et al. 2006
In the citing paper
“In another study, individuals interpreted a counterpart’s written expressions of guilt in the context of a competitive negotiation as a sign of interpersonal sensitivity (Van Kleef et al. 2006).”
From The Social Effects of Emotions (2022) · cites this paper as Van Kleef et al. 2006
Citations
Cites
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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
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Cited by
Sorted by citations
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
The psychology of social dilemmas: A review
Lange, P. A. M. V., Joireman, J. A., Parks, C. D., & van Dijk, E. (2013) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2012.11.003 · Cited by 819
Amanatullah, E. T., & Morris, M. W. (2010) · Journal of Personality and Social Psychology · doi:10.1037/a0017094 · Cited by 555
An Interpersonal Approach to Emotion in Social Decision Making
Kleef, G. A. V., Dreu, C. K. W. D., & Manstead, A. S. R. (2010) · Advances in experimental social psychology · doi:10.1016/s0065-2601(10)42002-x · Cited by 519
Self-citation
Metadata
- Authors
- Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R.
- Affiliations
- Cardiff University (GB)
- Venue
- Journal of Personality and Social Psychology
- Published
- 2006-07
- Volume
- 91
- Issue
- 1
- Pages
- 124-142
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- 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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