Are you talking to ME?! Separating the people from the problem when expressing emotions in negotiation.

2008

139 citations recorded by the source corpus.

Subfields: Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/9ce0fcdfbe2a6e1832730b03275b326c6b5871d4

Citations in the corpus

• An interpersonal approach to emotion in social decision making: the emotions as social information model (2010, unknown): “Almost all the studies discussed above provide support for a mediating role of strategic inferences and/or a moderating role of epistemic motivation (e.g., Sinaceur & Tiedens, 2006; Steinel et al., 2008; Van Dijk et al., 2008; Van Kleef et al., 2004a, 2004b, 2006a; Van Kleef & Van Lange, 2008).”
• Understanding the positive and negative effects of emotional expressions in organizations: EASI does it (2014, unknown): “Steinel et al. (2008) differentiated between emotions that are directed toward a negotiator’s offer and emotions that are directed toward the negotiator as a person.”
• Emotion is for influence (2011, unknown): “…expressions of emotion (e.g., Adam et al., 2010; Friedman et al., 2004; Heerdink et al., 2011; Sinaceur, Van Kleef, Neale, Adam, & Haag, 2011; Steinel et al., 2008; Van Beest et al., 2008; Van Dijk et al., 2008; Van Kleef, De Dreu, & Manstead, 2004a, 2004b; Van Kleef, De Dreu, & Manstead,…”
• Disappointed in you, angry about your offer: distinct negative emotions induce concessions via different mechanisms (2011, unknown): “, see also Steinel et al., 2008), and were averaged into a single index ( α = .89).”
• Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit (2011, unknown): “We converted each three-issue initial offer into a total dollar value for the participant who made the offer.”
• How Emotions Regulate Social Life (2009, unknown): “…cooperatively to angry (as opposed to happy) opponents when the anger was directed at their offers (and this was mediated by inferences regarding the opponent’s negotiation limit), but they responded competitively when the anger was directed at them personally (Steinel, Van Kleef, & Harinck, 2008).”
• How intragroup dynamics affect behavior in intergroup conflict: The role of group norms, prototypicality, and need to belong (2010, unknown): “…schedule) for each poster cam-paign in each of the six rounds of negotiation were averaged into an index of the negotiator’s average demands (see De Dreu, Carnevale, Emans, & Van De Vliert, 1994; Steinel et al., 2008; Van Kleef et al., 2007), with higher scores indicating greater competitiveness.”
• The Emerging View of Emotion as Social Information (2010, unknown): “In another negotiation study, Steinel, Van Kleef, and Harinck (2008) compared the effects of emotions directed at the person versus at their behavior.”