The interpersonal effects of emotions in negotiations: a motivated information processing approach.

By Gerben A. van Kleef, C. D. De Dreu, A. S. R. Manstead. Journal of Personality and Social Psychology, 2004

603 citations recorded by the source corpus.

Subfields: Safety Research, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/75f47f2b82fc2b1874ab5dcaf484b129aaac1245

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Citations in the corpus

The Emerging View of Emotion as Social Information (2010, positive): “Participants with a happy opponent, in contrast, inferred that the other was close to being satisfied, and therefore they conceded little (Van Kleef et al., 2004a, 2004b).”
Emotion is for influence (2011, neutral): “Conversely, epistemic motivation is undermined by factors such as environmental noise (Kruglanski & Webster, 1991 ), mental fatigue (Webster, Richter, & Kruglanski, 1996 ), time pressure (Van Kleef, De Dreu, & Manstead, 2004b ), and power (De Dreu & Van Kleef, 2004 ; Fiske & Depret, 1996; Keltne”
The Role of Sleep in Interpersonal Conflict (2014, background): “Emotional expressions carry important information about people’s thoughts, feelings, and behavioral intentions (Keltner & Haidt, 1999; Van Kleef, 2009), which can help people successfully navigate conflict situations (e.g., Pietroni, Van Kleef, De Dreu, & Pagliaro, 2008; Van Kleef et al., 2004a).”
The consequences of faking anger in negotiations (2013, methodology): “In one study, participants made larger concessions to angry opponents than to non-emotional or happy opponents because participants believed that angry opponents had more ambitious goals (Van Kleef et al., 2004a).”
Hope in the Middle East (2014, background): “For example, positive affect is associated with creativity and integrative solutions in conflict resolution (Carnevale & Isen, 1986), but at the interpersonal level, expressions of happiness are associated with exploitation (Van Kleef et al., 2004).”
Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation (2012, background): “…anger often results in a negative emotional reaction in the other negotiator (Friedman et al., 2004; Kopelman, Rosette, & Thompson, 2006; Sinaceur & Tiedens, 2006; Van Kleef & Côté, 2007; Van Kleef et al., 2004a), the impact of this affective mechanism in negotiations is not well understood.”
The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. (2006, background): “The Wndings suggest that negative emotion could be economically beneWcial because participants who believed they faced a negative negotiator made larger concessions ( Van Kleef, De Dreu, & Manstead, 2004a, 2004b ).”
Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making (2006, methodology): “The first empirical investigations of the interpersonal effects of emotions in negotiations were conducted by Van Kleef et al. (2004a) and Sinaceur and Tiedens (in press).”
Respect as an engine for new ideas: Linking respectful engagement, relational information processing and creativity among employees and teams (2015, methodology): “I thoroughly reflect upon my goals and the ways to attain them with my colleagues at work, and I constantly discuss with my colleagues at work questions about why I am using certain ways of doing things and whether there are better alternatives to complete the tasks; De Dreu, 2007; Van Kleef et al.,”
Smile Big or Not? Effects of Smile Intensity on Perceptions of Warmth and Competence (2016, background): “Due to such universality, people are able to make quick and spontaneous inferences from facial expressions about the expresser (van Kleef et al. 2004).”
Cooperative outcome interdependence, task reflexivity, and team effectiveness: a motivated information processing perspective. (2007, background): “Granted, many experimental studies were conducted to support the causal links in the motivated information processing perspective (e.g., De Dreu, 2003; De Dreu et al., 1999; De Dreu et al., 2006; De Dreu, Koole, et al., 2000; De Dreu, Weingart, et al., 2000; Scholten et al., in press; Van Kleef, De”
How Emotions Regulate Social Life (2009, background): “In keeping with this hypothesis, the strategic information conveyed by emotions expressed in negotiation is a better predictor of behavior when information-processing motivation is high rather than low (Van Kleef et al., 2004b).”
Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation (2008, background): “Consistent with the underlying argument that individuals want to avoid impasse (Sinaceur & Tiedens, 2006; Van Kleef et al. 2004a,b), and extending our finding that angry players may benefit when they are chosen to be included in a coalition, we predicted that participants would yield when they have…”