Cited by 129Conflict Management and NegotiationSocial Power and Status DynamicsEmotions and Moral Behavior

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Why Anger and Disappointment Affect Other’s Bargaining Behavior Differently: The Moderating Role of Power and the Mediating Role of Reciprocal and Complementary Emotions

Lelieveld, Gert-Jan, Van Dijk, Eric, Van Beest, Ilja, Van Kleef, Gerben A.·2012·Personality and Social Psychology Bulletin

DOI 10.1177/0146167212446938

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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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See all 129

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
ORCID: Lelieveld, Gert-Jan
Van Dijk, Eric
Van Beest, Ilja
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
DOI: 10.1177/0146167212446938
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
Licence: journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
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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Why Anger and Disappointment Affect Other’s Bargaining Behavior Differently: The Moderating Role of Power and the Mediating Role of Reciprocal and Complementary Emotions

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