The DOI matches its Crossref record; 63 of the 65 references it cites were found in a registry or an index.
Why Anger and Disappointment Affect Other’s Bargaining Behavior Differently: The Moderating Role of Power and the Mediating Role of Reciprocal and Complementary Emotions
Abstract
In two experiments, the authors investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research focused on the informational inferences that bargainers make based on others' emotions, this article emphasizes the importance of affective reactions. The findings of this study show that anger evoked a complementary emotion (fear) in targets when reported by a high-power bargainer but evoked a reciprocal emotion (anger) when reported by a low-power bargainer. This reciprocal anger led participants to offer less to low-power counterparts who reported anger. Disappointed bargainers, however, evoked a complementary emotion (guilt) in participants and increased offers, regardless of the bargainer's power position.
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“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 Lelieveld et al. 2012
In the citing paper
“lower-power partners experienced more fear when confronted with a higher-power counterpart's verbal expressions of anger than vice versa”
From The Social Effects of Emotions (2022) · cites this paper as Lelieveld et al. 2012
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Cites
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Items 101–128 of 128
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Parkinson, B. (2019) · Cambridge University Press eBooks · doi:10.1017/9781108696234.011
Parkinson, B. (2019) · Cambridge University Press eBooks · doi:10.1017/9781108696234.005
Parkinson, B. (2019) · Cambridge University Press eBooks · doi:10.1017/9781108696234.009
Anticipated Emotions in Consumer Demand: Implications for Pricing, Inventory, and AssortmentPreprint
Özer, Ö., Rout, A., & Şimşek, A. S. (2022) · SSRN Electronic Journal · doi:10.2139/ssrn.4002091
Lelieveld, G., & van Dijk, E. (2022) · Springer eBooks · doi:10.1007/978-3-030-76666-5_20
Self-citationMaude, B. (2014) · doi:10.1007/978-1-137-27052-8_3
Parkinson, B. (2019) · Cambridge University Press eBooks · doi:10.1017/9781108696234.010
Preismanagement für Industriegüter
Simon, H., & Faßnacht, M. (2016) · Springer eBooks · doi:10.1007/978-3-658-11871-6_11
Investigating the Role of Positive Emotions in Bilateral Negotiations: A Pilot Study
Prassa, K., Pezirkianidis, C., & Stalikas, A. (2022) · Psychology · doi:10.4236/psych.2022.138074 · Cited by 4
What I discovered about disappointment
Morris, S. E. (2019) · Psych-Talk · doi:10.53841/bpstalk.2019.1.93.5
Effects of anime characters’ facial expressions on donation behavior during the COVID-19 pandemicPreprint
Takagi, H., & Terada, K. (2023) · Research Square · doi:10.21203/rs.3.rs-2519146/v1
Tierney, H. (2023) · Philosophers Imprint · doi:10.3998/phimp.3761
Ye, Z., Lelieveld, G., & van Dijk, E. (2024) · SSRN Electronic Journal · doi:10.2139/ssrn.4869998
Self-citationThe email notification frustrates me!
Mattar, D. M., & Haddad, C. J. (2024) · International Studies of Management and Organization · doi:10.1080/00208825.2024.2397305
“On the other hand, Lelieveld et al. (2012) revealed that when such anger is articulated by a lower-power negotiator, it triggers reciprocal anger and fewer concessions.”
Social Cognition and Behavioral Economics
Thacker, R., & Reddy, K. J. (2024) · Advances in finance, accounting, and economics book series · doi:10.4018/979-8-3693-6055-2.ch011
Value computations underpin flexible emotion expression
Teoh, Y. Y., & Hutcherson, C. A. C. (2025) · Communications Psychology · doi:10.1038/s44271-025-00343-1 · Cited by 1
Yang, M., Qiu, C., Wang, W., Yang, X., & Xu, Q. (2026) · Computers in Human Behavior · doi:10.1016/j.chb.2025.108903
Sato, M., Gratch, J., & Terada, K. (2026) · SSRN Electronic Journal · doi:10.2139/ssrn.6171929
Singh, S., Ankit, A., & Kumar, A. (2026) · International journal of organizational analysis · doi:10.1108/ijoa-05-2025-5525
Song, P., Wang, Y., Yang, Y., & Li, Y. (2026) · Frontiers in Psychology · doi:10.3389/fpsyg.2026.1795506
“Given the richness of emotional exchange in service encounters (Groth et al., 2019), these expressive cues are readily perceived by frontline employees and carry meaningful social information that shapes their subsequent responses (Lelieveld et al., 2012; Liu et al., 2019).”
(When) is it okay to be angry? Children and adults’ judgments in China and the United States
Ritov, O., Langenhoff, A. F., Benozio, A., Keltner, D. J., Zhang, Z., & Engelmann, J. M. (2026) · Child Development · doi:10.1093/chidev/aacag072
황중규, & Park, S.-K. (2026) · International Journal of Social Robotics · doi:10.1007/s12369-026-01411-0
Cummings, K. H., & Yule, J. A. (2026) · Journal of Business Research · doi:10.1016/j.jbusres.2026.116472
Social consequences of emotional expressions in negotiation
Kleef, G. A. V., & Cohen‐Chen, S. (2026) · Current Opinion in Psychology · doi:10.1016/j.copsyc.2026.102424
Metadata
- Authors
- Lelieveld, G.-J., Van Dijk, E., Van Beest, I., & Van Kleef, G. A.
- Affiliations
- Leiden University (NL)
- Tilburg University (NL)
- University of Amsterdam, Netherlands
- Venue
- Personality and Social Psychology Bulletin
- Publisher
- SAGE Publications
- Published
- 2012-05-23
- Volume
- 38
- Issue
- 9
- Pages
- 1209-1221
- ISSN
- 0146-1672 (ISSN-L)
- 1552-7433
- OpenAlex
- W2156187994
- Cited by
- 129
- References
- 65
- Citations by year
- 2026: 9 · 2025: 3 · 2024: 11 · 2023: 8 · 2022: 6 · 2021: 7 · 2020: 11 · 2019: 21 · 2018: 10 · 2017: 10 · 2016: 10 · 2015: 6 · 2014: 10 · 2013: 5 · 2012: 2
- FWCI
- 24.26
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Personality and Social Psychology Bulletin (publishedVersion)
- Research portal (Tilburg University) (publishedVersion)
- PubMed (publishedVersion)
- UvA-DARE (University of Amsterdam) (publishedVersion)
- Data Archiving and Networked Services (DANS) (submittedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Conflict Management and Negotiation
- Social Sciences › Sociology and Political Science › Social Power and Status Dynamics
- Social Sciences › Psychology › Social Psychology › Emotions and Moral Behavior
- Keywords
- anger, disappointment, negotiation behavior, negotiation, affective reactions, power positions, guilt, fear
- MeSH terms
- Adult, Anger, Emotions, Fear, Female, Guilt, Humans, Interpersonal Relations, Male, Power, Psychological, Negotiating, Young Adult
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