How Emotions Work: The Social Functions of Emotional Expression in Negotiations

By Michael W. Morris, Dacher Keltner. 2000

457 citations recorded by the source corpus.

Subfields: Language and Linguistics, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/0a0e51a1430efa890b299a40c7b313b6ed6d62e2

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Citations in the corpus

Deciding what's right: The role of external sanctions and embarrassment in shaping moral judgments in the workplace (2008, background): “…we indicated that social emotions, including embarrassment, are often viewed as functional in their capacity to regulate our behavior so as to promote our relationships with others (Beer, Heerey, Keltner, Scabini, & Knight, 2003; Edelmann, 1981; Keltner & Anderson, 2000; Morris & Keltner, 2000).”
The consequences of faking anger in negotiations (2013, background): “More broadly, our research has implications for social-functional accounts of emotion (e.g., Keltner & Haidt, 1999; Morris & Keltner, 2000; Van Kleef, 2009).”
The interpersonal effects of emotions in negotiations: a motivated information processing approach. (2004, background): “Davidson & Greenhalgh, 1999; Morris & Keltner, 2000; ThompGerben A. Van Kleef and Carsten K. W. De Dreu, Department of Psychology, University of Amsterdam, Amsterdam, the Netherlands; Antony S. R. Manstead, Faculty of Social and Political Sciences, University of Cambridge, Cambridge, United Kingdom.”
Approach or Avoid? Exploring Overall Justice and the Differential Effects of Positive and Negative Emotions (2014, background): “…et al., 2005; Weiss et al., 1999), (b) emotions can help individuals navigate their environments and their social relationships (Fineman, 1993; Morris & Keltner, 2000), (c) emotions can drive other outcomes (e.g., attitudes and behaviors; Weiss & Cropanzano, 1996), and (d) it is important to…”
The many faces of emotional contagion (2014, unknown): “The social functional theory of emotion argues that emotion and its expression evolved to solve the problems of group living and serves a crucial role in relationship formation, maintenance, negotiation, and repair (Fischer & Manstead, 2008; Morris & Keltner, 2000).”
Affect from the top down: How powerful individuals' positive affect shapes negotiations (2004, background): “…behavior has begun to examine the effects of power on negotiated outcomes (e.g., Lawler & Yoon, 1993; Mannix, 1993a, 1993b; Pinkley, Neale, & Bennett, 1994) and how affect shapes and is shaped by negotiations (for reviews, see Barry, Fulmer, & Van Kleef, in press; Morris & Keltner, 2000).”
Relationship Quality and Virtuousness (2013, background): “As appraisals of particular events or individuals (Ellsworth & Scherer, 2003), emotions can shape the cognitive processes that influence behavior, such as attention, thought, memory, and decision making (Morris & Keltner, 2000).”
Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation (2012, background): “Organizational p.2012.05.002 Overt and covert effects of anger expression The expression of emotions such as anger not only influences individuals who express the emotion (Allred et al., 1997) but also those who observe the emotion (Morris & Keltner, 2000).”
Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making (2006, background): “Recently, several researchers have emphasised the importance of the interpersonal effects of emotions in negotiations (Barry, Fulmer, & Van Kleef, 2004; Morris & Keltner, 2000; Van Kleef, De Dreu, & Manstead, 2004a, b).”
Emotions in negotiation (2008, background): “For individuals, emotional expression facilitates survival; for groups, it facilitates social bonding and collaboration (Keltner et al. 2006; Shiota et al. 2004; Morris and Keltner 2000 ).”
Gaming Emotions in Social Interactions (2009, background): “…in the consumer behavior literature, research on the impact of emotions on social interactions has received growing attention in social psychology and organizational behavior (Allred 1999; Barry and Oliver 1996; Davidson and Greenhalgh 1999; Morris and Keltner 2000; Thompson, Nadler, and Kim 1999).”