The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation

Journal of Experimental Social Psychology

Volumn 49, Issue 3, 2013, Pages 498-508

  Sinaceur, Marwan ^a   Adam, Hajo ^b   Van Kleef, Gerben A ^c   Galinsky, Adam D ^d  

^a INSEAD   (France)

^b RICE UNIVERSITY   (United States)

^c UNIVERSITY OF AMSTERDAM   (Netherlands)

^d Och Spine at New York Presbyterian Hospitals   (United States)

Author keywords

Change; Emotion; Feeling control over outcome; Inconsistency; Negotiation; Unpredictability

Indexed keywords

EID: 84873736512     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2013.01.007     Document Type: Article

References (53)

1. Adam H., Shirako A., Maddux W. Cultural variance in the interpersonal effects of anger in negotiation. Psychological Science 2010, 21:882-889.
2. Barrett L. Variety is the spice of life: A psychological construction approach to understanding variability in emotion. Cognition and Emotion 2009, 23:1284-1306.
3. Crozier M., Friedberg E. Actors and systems: The politics of collective action (A. Goldhammer, Trans.) 1980, The University of Chicago, Chicago, (Original work published 1977).
4. De Dreu C.K.W. Coercive power and concession making in bilateral negotiation. Journal of Conflict Resolution 1995, 39:646-670.
5. De Dreu C.K.W., Van Lange P.A.M. The impact of social value orientations on negotiator cognition and behavior. Personality and Social Psychology Bulletin 1995, 21:1178-1188.
6. De Vries N.K., De Dreu C.K.W., Gordijn E., Schuurman M. Majority and minority influence: A dual-role interpretation. European review of social psychology 1996, Vol. 7:145-172. Wiley, Chichester, UK.
7. Eagly A.H., Chaiken S. The psychology of attitudes 1993, Harcourt, Texas.
8. Elfenbein H.A. Emotion in organizations: A review in stages. Academy of Management Annals 2007, Vol. 1:315-386. Elsevier, Amsterdam.
9. Ellsberg D. The political uses of madness. Paper presented at the Department of Government, Harvard University 1959.
10. Frank R. Passions within reason: The strategic role of the emotions 1988, Norton, New York.
11. Frijda N. The emotions 1986, Cambridge University Press, Cambridge, England.
12. Gaddis J. Strategies of containment: A critical appraisal of American national security policy during the Cold War 2005, Oxford University Press, New York.
13. Galinsky A.D., Mussweiler T. First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology 2001, 81:657-669.
14. Glimcher P. Decisions, uncertainty, and the brain: The science of neuroeconomics 2003, MIT Press, MA.
15. Harford T., Solomon L. "Reformed sinner" and "lapsed saint" strategies in the prisoner's dilemma game. Journal of Conflict Resolution 1967, 11:104-109.
16. Hilty J.A., Carnevale P.J. Black-hat/white-hat strategy in bilateral negotiation. Organizational Behavior and Human Decision Processes 1993, 55:444-469.
17. Kay A.C., Shepherd S., Blatz C.W., Chua S.N., Galinsky A.D. For God (or) country: The hydraulic relation between government instability and belief in religious sources of control. Journal of Personality and Social Psychology 2010, 99:725-739.
18. Kay A.C., Whitson J.A., Gaucher D., Galinsky A.D. Compensatory control: Achieving order through the mind, our institutions, and the heavens. Current Directions in Psychological Science 2009, 18:264-268.
19. Keltner D., Haidt J. Social functions of emotions at four levels of analysis. Cognition and Emotion 1999, 13:505-521.
20. Kopelman S., Rosette A., Thompson L. The three faces of eve: Strategic displays of positive negative and neutral emotions in negotiation. Organizational Behavior and Human Decision Processes 2006, 99:81-101.
21. Koren L., Goodman P. The haggler's handbook: One hour to negotiating power 1992, WW Norton & Company.
22. Kuppens P., Oravecz Z., Tuerlinckx F. Feelings change: Accounting for individual differences in the temporal dynamics of affect. Journal of Personality and Social Psychology 2010, 99:1042-1060.
23. Larsen R.J., Augustine A., Prizmic Z. A process approach to emotion and personality: Using time as a facet of data. Cognition and Emotion 2009, 23:1407-1426.
24. Lelieveld G.-J., Van Dijk E., Van Beest I., Steinel W., Van Kleef G.A. Disappointed in you, angry about your offer: Distinct negative emotions induce concessions via different mechanisms. Journal of Experimental Social Psychology 2011, 47:635-641.
25. Lelieveld G.J., Van Dijk E., Van Beest I., Van Kleef G.A. Why anger and disappointment affect other's bargaining behavior differently: The moderating role of power and the mediating role of reciprocal and complementary emotions. Personality and Social Psychology Bulletin 2012, 38:1209-1221.
26. Litt M.D. Cognitive mediators of stressful experience: Self-efficacy and perceived control. Cognitive Therapy and Research 1988, 12:241-260.
27. Loades D. Elizabeth I: A life 2006, Hambledon Press.
28. Menon, T., Sheldon, O., & Galinsky, A. D. (under review). Agents of unluckiness: Feeling jinxed and contaminated by contact with friendly enemies.
29. Morris M.W., Keltner D. How emotions work: An analysis of the social functions of emotional expression in negotiation. Research in Organizational Behavior 2000, 22:1-50.
30. Morris M.W., Sim D.L.H., Girotto V. Time of decision, ethical obligation, and causal illusion: Temporal cues and social heuristics in the prisoner's dilemma. Negotiation as a social process 1995, 209-239. Sage, Thousand Oaks, CA.
31. Overbeck J.R., Neale M.A., Govan C.L. I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power. Organizational Behavior and Human Decision Processes 2010, 112:126-139.
32. Pietroni D., Van Kleef G.A., De Dreu C.K., Pagliaro S. Emotions as strategic information: Effects of other's emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation. Journal of Experimental Social Psychology 2008, 44:1444-1454.
33. Pruitt D.G. Negotiation behavior 1981, Academic Press, New York.
34. Rafaeli A., Sutton R.I. Emotional contrast strategies as a means of social influence: Lessons from criminal interrogators and bill collectors. Academy of Management Journal 1991, 34:749-775.
35. Rothman N.B., Wiesenfeld B.M. The social consequences of expressing emotional ambivalence in groups and teams. Research on managing groups and teams: Affect and groups 2007, Vol. 10:275-308. Elsevier, Amsterdam.
36. Russell J.A. Emotion, core affect, and psychological construction. Cognition and Emotion 2009, 23:1259-1283.
37. Schelling T.C. The strategy of conflict 1960, Harvard University Press, Cambridge, MA.
38. Scherer K.R. The dynamic architecture of emotion: Evidence for the component process model. Cognition and Emotion 2009, 23:1307-1351.
39. Sinaceur M. Suspending judgment to create value: Suspicion and trust in negotiation. Journal of Experimental Social Psychology 2010, 46:543-550.
40. Sinaceur M., Tiedens L.Z. Get mad and get more than even: When and why anger expression is effective in negotiation. Journal of Experimental Social Psychology 2006, 42:314-322.
41. Sinaceur M., Van Kleef G.A., Neale M.A., Adam H., Haag C. Hot or cold: Is communicating anger or communicating threats more effective in negotiation?. Journal of Applied Psychology 2011, 96:1018-1032.
42. Steinel W., Van Kleef G.A., Harinck F. Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation. Journal of Experimental Social Psychology 2008, 44:362-369.
43. Stevens C.K., Bavetta A., Gist M. Gender differences in the acquisition of salary negotiation skills: The role of goals, self-efficacy, and perceived control. Journal of Applied Psychology 1993, 78:723-735.
44. Sullivan D., Landau M.J., Rothschild Z. An existential function of enemyship: Evidence that people attribute influence to personal and political enemies to compensate for threats to control. Journal of Personality and Social Psychology 2010, 98:434-449.
45. U.S.Strategic Command Essentials of post-cold war deterrence Available from. http://nautilus.org/archives/nukestrat/USA/Advisory/essentials95.txt.
46. Van Dijk W.W., Zeelenberg M. Investigating the appraisal patterns of regret and disappointment. Motivation and Emotion 2002, 26:321-331.
47. Van Kleef G.A., Côté S. Expressing anger in conflict: When it helps and when it hurts. Journal of Applied Psychology 2007, 92:1557-1569.
48. Van Kleef G.A., De Dreu C.K.W. Longer-term consequences of anger expression in negotiation: Retaliation or spillover?. Journal of Experimental Social Psychology 2010, 46:753-760.
49. Van Kleef G.A., De Dreu C.K.W., Manstead A. The interpersonal effects of anger and happiness in negotiation. Journal of Personality and Social Psychology 2004, 86:57-76.
50. Van Kleef G.A., De Dreu C.K.W., Manstead A.S.R. An interpersonal approach to emotion in social decision making: The emotions as social information model. Advances in Experimental Social Psychology 2010, 42:45-96.
51. Watzlawick P., Weakland J., Fisch R. Change: Principles of problem formulation and problem resolution 1974, Norton, New York.
52. Waytz A., Morewedge C., Epley N., Monteleone G., Gao J.-H., Cacioppo J. Making sense by making sentient: Effectance motivation increases anthropomorphism. Journal of Personality and Social Psychology 2010, 99:410-435.
53. Whitson J., Galinsky A.D. Lacking control increases illusory pattern perception. Science 2008, 322:115-117.