Challenge and threat responses to anger communication in coalition formation

Journal of Economic Psychology

Volumn 38, Issue , 2013, Pages 50-57

  Van Beest, Ilja ^a   Scheepers, Daan ^b  

^a TILBURG UNIVERSITY   (Netherlands)

^b LEIDEN UNIVERSITY   (Netherlands)

Author keywords

Anger; Bargaining theory; Motivation and emotion; Negotiation; Psychophysiology

Indexed keywords

EID: 84880326353     PISSN: 01674870     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.joep.2012.10.005     Document Type: Article

References (54)

1. Allred K.G. Anger and retaliation: Toward an understanding of impassioned conflict in organizations. Research in Negotiation in Organizations 1999, 7:27-58.
2. Blascovich J. Challenge and threat. Handbook of approach and avoidance motivation 2008, 431-445. Lawrence Erlbaum Associates, Mahwah, NJ. A.J. Elliot (Ed.).
3. Blascovich J. Challenge, threat, and health. Handbook motivation science 2008, 481-493. Guilford Press, New York. J.Y. Shah, W.L. Gardner (Eds.).
4. Blascovich J., Mendes W.B Social psychophysiology and embodiment. The Handbook of social psychology 2010, Vol. 1:194-227. Wiley, New York. 5th ed.
5. Blascovich J., Seery M.D., Mugridge C.A., Norris R.K., Weisbuch M. Predicting athletic performance from cardiovascular indexes of challenge and threat. Journal of Experimental Social Psychology 2004, 40:683-688.
6. Blascovich J., Tomaka J. The biopsychosocial model of arousal regulation. Advances in Experimental Social Psychology 1996, Vol. 28:1-51. Academic Press, New York.
7. Brownley K.A., Hurwitz B.E., Schneiderman N. Cardiovascular psychophysiology. Handbook of psychophysiology 2000, 224-264. Cambridge University Press, New York. 2nd ed. J.T. Cacioppo, L.G. Tassinary, G.G. Berntson (Eds.).
8. Caplow T. A theory of coalitions in the triad. American Sociological Review 1956, 21:489-493.
9. Chertkoff J.M. A revision of Caplow's coalition theory. Journal of Experimental Social Psychology 1967, 3:172-177.
10. Cleveland C., Blascovich J., Gangi C., Finez L. When good teammates are bad: Physiological threat on recently-formed teams. Small Group Research 2010, 42:3-31.
11. De Wit F.R.C., Jehn K.A., Scheepers D. Negotiating within groups: A psychophysiological approach. Research on managing gro ups and teams 2011, Vol. 14:207-238. Emerald Group Publishing Limited.
12. Frijda N.H., Mesquita B. The social roles and functions of emotions. Emotion and culture: Empirical studies of mutual influence 1994, 51-87. American Psychological Association, Washington, D.C. S. Kitayama, H.S. Markus (Eds.).
13. Gamson W.A. Experimental studies of coalition formation. Advances in Experimental Social Psychology 1964, Vol. 1:81-110. Academic Press, New York.
14. Kahan J.P., Rapoport A. Theories of coalition formation 1984, Erlbaum, Hillsdale, NJ.
15. Kassam K.S., Koslov K., Mendes W.B. Decisions under distress: Stress profiles influence anchoring and adjustment. Psychological Science 2009, 20:1394-1399.
16. Kelley H.H., Arrowood A.F. Coalitions in the triad: Critique and experiment. Sociometry 1960, 23:231-244.
17. Keltner D., Haidt J. Social functions of emotions at four levels of analysis. Cognition and Emotion 1999, 13:505-521.
18. Komorita S.S. Coalition bargaining. Advances in Experimental Social Psychology 1984, Vol. 18:183-245. Academic Press, New York.
19. Komorita S.S., Parks C.D. Interpersonal relations: Mixed-motive interaction. Annual Review of Psychology 1995, 46:183-207.
20. Lelieveld G., Van Dijk E., Van Beest I., Van Kleef G. Why anger and disappointment affect 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.
21. Lelieveld G., Van Dijk E., Van Beest I., Steinel W., Kleef Van., et al. Disappointed in you, angry about your offer: Distinct negative emotions induce concessions via different mechanisms. Journal of Experimental Social Psychology 2011, 47:635-641.
22. Lewicki R.J., Saunders D.M., Barry B. Negotiation 2006, McGraw-Hill, Singapore. 5th ed.
23. Mendes W.B., Blascovich J., Hunter S.B., Lickel B., Jost J.T. Threatened by the unexpected: Physiological responses during social interactions with expectancy-violating partners. Journal of Personality and Social Psychology 2007, 92:698-716.
24. Miller C.E., Crandall R. Experimental research on the social psychology of bargaining and coalition formation. Psychology of group influence 1980, 333-374. Erlbaum, Hillsdale, NJ. P.B. Paulus (Ed.).
25. 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.
26. Murnighan J.K. Models of coalition behavior: Game theoretic, social psychological and political perspectives. Psychological Bulletin 1978, 85:1130-1153.
27. Murnighan J.K. The dynamics of bargaining games 1991, Prentice Hall, Englewood Cliffs, NJ.
28. Oatley K., Jenkins J.M. Human emotions: Functions and dysfunctions. Annual Review of Psychology 1992, 43:55-85.
29. Parkinson B. Emotions are social. British Journal of Psychology 1996, 87:663-683.
30. Polzer J.T., Mannix E.A., Neale M.A. Interest alignment and coalitions in multiparty negotiation. Academy of Management Journal 1998, 41:42-54.
31. Scheepers D. Turning social identity threat into challenge: Status stability and cardiovascular reactivity during intergroup competition. Journal of Experimental Social Psychology 2009, 45:228-233.
32. Seery M.D., Blascovich J., Weisbuch M., Vick S.B. The relationship between self-esteem level, self-esteem stability, and cardiovascular reactions to performance feedback. Journal of Personality and Social Psychology 2004, 87:133-145.
33. Seery M.D., Weisbuch M., Hetenyi M.A., Blascovich J. Cardiovascular measures independently predict performance in a university course. Psychophysiology 2010, 47:535-539.
34. Sherwood A., Allen M.T., Fahrenberg J., Kelsey R.M., Lovallo W.R., van Dooren L.J.P.( Methodological guidelines for impedance cardiography. Psychophysiology 1990, 27:1-23.
35. Sinaceur M., Tiedens L.Z. Get mad and get more than even: When and why anger expression is effective in negotiations. Journal of Experimental Social Psychology 2006, 42:314-322.
36. Sinaceur M., Van Kleef G.A., Neale M.A., Adam H., Haag C. Hot or cold: Is communicating anger or threats more effective in negotiation?. Journal of Applied Psychology 2011, 96:1018-1032.
37. Swaab R.I., Kern M.C., Medvec V., Diermeier D. Who says what to whom? The impact of communication setting and channel on exclusion from multiparty negotiation agreements. Social Cognition 2009, 27:385-401.
38. Ten Velden F.S., Beersma B., De Dreu C.K.W. Majority and minority influence in group negotiation: The moderating influence of social motivation and decision rules. Journal of Applied Psychology 2007, 92:259-268.
39. Van Beest I., Van Dijk E. Self-interest and fairness in coalition formation: A social utility approach to understanding partner selection and payoff allocations in groups. European Review of Social Psychology 2007, 18:132-174.
40. Van Beest I., Van Dijk E., De Dreu C.K.W., Wilke H.A.M. Do-no-harm in coalition formation: Why losses inhibit exclusion and promote fairness cognitions. Journal of Experimental Social Psychology 2005, 41:609-617.
41. Van Beest I., Van Dijk E., Wilke H.A.M. The interplay of self-interest and equity in coalition formation. European Journal of Social Psychology 2004, 34:547-565.
42. Van Beest I., Van Dijk E., Wilke H.A.M. Resources and alternatives in coalition formation: The effects on payoff, self-serving behavior, and bargaining length. European Journal of Social Psychology 2004, 34:713-728.
43. Van Beest I., Van Kleef G.A., Van Dijk E. Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation. Journal of Experimental Social Psychology 2008, 44:993-1002.
44. Van Beest I., Wilke H.A.M., Van Dijk E. The excluded player in coalition formation. Personality and Social Psychology Bulletin 2003, 29:237-247.
45. Van Beest I., Williams K.D. When inclusion costs and ostracism pays, ostracism still hurts. Journal of Personality and Social Psychology 2006, 91:918-928.
46. Van Dijk E., Van Kleef G.A., Steinel W., Beest Van. A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires. Journal of Personality and Social Psychology 2008, 94:600-614.
47. Van Kleef G.A., De Dreu C.K.W., Manstead A.S.R. The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology 2004, 86:57-76.
48. Van Kleef G.A., De Dreu C.K.W., Manstead A.S.R. The interpersonal effects of emotions in negotiations: A motivated information processing approach. Journal of Personality and Social Psychology 2004, 87:510-528.
49. Van Kleef G.A., De Dreu C.K.W., Manstead A.S.R. Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret. Journal of Personality and Social Psychology 2006, 91:124-142.
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 (EASI) model. Advances in Experimental Social Psychology 2010, Vol. 42:45-96. Academic Press, San Diego, CA.
51. Van Kleef G.A., De Dreu C.K.W., Pietroni D., Manstead A.S.R. Power and emotion in negotiations: Power moderates the interpersonal effects of anger and happiness on concession making. European Journal of Social Psychology 2006, 36:557-581.
52. Van Kleef G.A., Van Dijk E., Steinel W., Harinck F., Van Beest I. Anger in social conflict: Cross-situational comparisons and suggestions for the future. Group Decision and Negotiation 2008, 17:13-30.
53. Vinacke W.E., Arkoff A. An experimental study of coalitions in the triad. American Sociological Review 1957, 22:406-414.
54. Williams K.D. Ostracism. Annual Review of Psychology 2007, 58:425-452.