Research Article

Power and emotion in negotiation: power moderates the interpersonal effects of anger and happiness on concession making

  1. Gerben A. Van Kleef1,*,
  2. Carsten K.W. De Dreu1,
  3. Davide Pietroni2,
  4. Antony S. R. Manstead3,4

Article first published online: 17 JUL 2006

DOI: 10.1002/ejsp.320

Issue

European Journal of Social Psychology

European Journal of Social Psychology

Special Issue: Thematic Issue: Social Power

Volume 36, Issue 4, pages 557–581, July/August 2006

Additional Information

How to Cite

Van Kleef, G. A., De Dreu, C. K.W., Pietroni, D. and Manstead, A. S. R. (2006), Power and emotion in negotiation: power moderates the interpersonal effects of anger and happiness on concession making. Eur. J. Soc. Psychol., 36: 557–581. doi: 10.1002/ejsp.320

Author Information

  1. 1

    University of Amsterdam, The Netherlands

  2. 2

    University of Trento, Italy

  3. 3

    University of Amsterdam, The Netherlands

  4. 4

    Cardiff University, UK

*University of Amsterdam, Department of Social Psychology, Roetersstraat 15, 1018 WB Amsterdam, The Netherlands.

Publication History

  1. Issue published online: 17 JUL 2006
  2. Article first published online: 17 JUL 2006
  3. Manuscript Accepted: 13 OCT 2005
  4. Manuscript Received: 2 JUL 2004

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Abstract

This paper focuses on the interactive effects of power and emotion in negotiation. Previous research has shown that negotiators concede more to angry opponents than to happy ones, and that power influences the amount of attention that is devoted to the social environment. Integrating these two lines of inquiry, we predicted that low-power negotiators would be influenced by their opponent's emotions (conceding more to an angry opponent than to a happy one), whereas high-power negotiators would not. Five studies using different methods (an experiment, a field simulation, and three scenario studies), different samples (students, general population, managers), and different operationalisations of power (BATNA, number of alternatives, legitimacy, support) support this hypothesis. The results are discussed in terms of a motivated information processing model of the interpersonal effects of emotions in negotiations. Copyright © 2006 John Wiley & Sons, Ltd.

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