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

van Kleef, G. A., de Dreu, C. W. and Manstead, Antony Stephen Reid 2006. Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret. Journal of Personality and Social Psychology 91 (1) , pp. 124-142. 10.1037/0022-3514.91.1.124

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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.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Psychology
Subjects: B Philosophy. Psychology. Religion > BF Psychology
Uncontrolled Keywords: conflict, negotiation, emotion, supplication, appeasement
Publisher: American Psychological Association
ISSN: 0022-3514
Last Modified: 04 Jun 2017 01:50
URI: http://orca.cf.ac.uk/id/eprint/3370

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