Disappointed in you, angry about your offer: Distinct negative emotions induce concessions via different mechanisms

Journal of Experimental Social Psychology

Volumn 47, Issue 3, 2011, Pages 635-641

  Lelieveld, Gert Jan ^a   Van Dijk, Eric ^a   Van Beest, Ilja ^b   Steinel, Wolfgang ^a   Van Kleef, Gerben A ^c  

^a LEIDEN UNIVERSITY   (Netherlands)

^b TILBURG UNIVERSITY   (Netherlands)

^c UNIVERSITY OF AMSTERDAM   (Netherlands)

Author keywords

Anger; Disappointment; Interpersonal effects of emotions; Negotiations; Social influence

Indexed keywords

EID: 79952818343     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2010.12.015     Document Type: Article

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