The Polarizing Effect of Arousal on Negotiation

Psychological Science

Volumn 24, Issue 10, 2013, Pages 1928-1935

  Brown, Ashley D ^a   Curhan, Jared R ^a  

^a MASSACHUSETTS INSTITUTE OF TECHNOLOGY   (United States)

Author keywords

economic outcomes; emotions; interpersonal interaction; misattribution of arousal; negotiation; subjective value

Indexed keywords

AROUSAL; ARTICLE; ATTITUDE; ECONOMIC OUTCOMES; EMOTION; FEMALE; HUMAN; HUMAN RELATION; INTERPERSONAL COMMUNICATION; INTERPERSONAL INTERACTION; MALE; MISATTRIBUTION OF AROUSAL; NEGOTIATION; PHYSIOLOGY; PSYCHOLOGICAL ASPECT; REGRESSION ANALYSIS; SUBJECTIVE VALUE;

ECONOMIC OUTCOMES; EMOTIONS; INTERPERSONAL INTERACTION; MISATTRIBUTION OF AROUSAL; NEGOTIATION; SUBJECTIVE VALUE;

AROUSAL; ATTITUDE; EMOTIONS; FEMALE; HUMANS; INTERPERSONAL RELATIONS; MALE; NEGOTIATING; REGRESSION ANALYSIS;

EID: 84885336929     PISSN: 09567976     EISSN: 14679280     Source Type: Journal    
DOI: 10.1177/0956797613480796     Document Type: Article

References (40)

1. Adler R. S.,Rosen B.,Silverstein E. M.Emotions in negotiation: How to manage fear and anger.Negotiation Journal. 1998;14:161-179.
2. Aiken L. S.,West S. G.Multiple regression: Testing and interpreting interactions. London, England: Sage; 1991:.
3. Blascovich J.,Brennan K.,Tomaka J.,Kelsey R. M.,Hughes P.,Coad M. L.,Adlin R.Affect intensity and cardiac arousal.Journal of Personality and Social Psychology. 1992;63:164-174.
4. Brooks A. W.,Schweitzer M. E.Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit.Organizational Behavior and Human Decision Processes. 2011;115:43-54.
5. Cantor J. R.,Bryant J.,Zillmann D.Enhancement of humor appreciation by transferred excitation.Journal of Personality and Social Psychology. 1974;30:812-821.
6. Curhan J. R.,Elfenbein H. A.,Eisenkraft N.The objective value of subjective value: A multi-round negotiation study.Journal of Applied Social Psychology. 2010;40:690-709.
7. Curhan J. R.,Elfenbein H. A.,Xu H.What do people value when they negotiate? Mapping the domain of subjective value in negotiation.Journal of Personality and Social Psychology. 2006;91:493-512.
8. Despres R.The face of fear.Women's Sports and Fitness. 1997;19:52-57.
9. Ditto P. H.,Pizarro D. A.,Epstein E. B.,Jacobson J. A.,MacDonald T. K.Visceral influences on risk-taking behavior.Journal of Behavioral Decision Making. 2006;19:99-113.
10. Dutton D. G.,Aron A.Some evidence for heightened sexual attraction under conditions of high anxiety.Journal of Personality and Social Psychology. 1974;23:510-517.
11. Elfenbein H. A.,Curhan J. R.,Eisenkraft N.,Shirako A.,Baccaro L.Are some negotiators better than others? Individual differences in bargaining outcomes.Journal of Research in Personality. 2008;42:1463-1475.
12. Filipowicz A.,Barsade S. G.,Melwani S.Understanding emotional transitions: The interpersonal consequences of changing emotions in negotiations.Journal of Personality and Social Psychology. 2011;101:541-556.
13. Foster C. A.,Witcher B. S.,Campbell W. K.,Green J. D.Arousal and attraction: Evidence for automatic and controlled processes.Journal of Personality and Social Psychology. 1998;74:86-101.
14. Froman L. A.,Cohen M. D.Compromise and logroll: Comparing the efficiency of two bargaining processes.Behavioral Science. 1970;15:180-183.
15. Gorn G.,Pham M. T.,Sin L. Y.When arousal influences ad evaluation and valence does not (and vice versa).Journal of Consumer Psychology. 2001;11:43-55.
16. Gross J. J.The emerging field of emotion regulation: An integrative review.Review of General Psychology. 1998;2:271-299.
17. Hackley S. A.,Valle-Inclan F.Accessory stimulus effects on response selection: Does arousal speed decision making?.Journal of Cognitive Neuroscience. 1999;11:321-329.
18. Hayes A. F.Introduction to mediation, moderation, and conditional process analysis: A regression-based approach. New York, NY: Guilford Press; 2013:.
19. Kahneman D.,Krueger A. B.,Schkade D. A.,Schwarz N.,Stone A. A.A survey method for characterizing daily life experience: The day reconstruction method.Science. 2004;306:1776-1780.
20. Ku G.,Malhotra D.,Murnighan J. K.Towards a competitive arousal model of decision-making: A study of auction fever in live and Internet auctions.Organizational Behavior and Human Decision Processes. 2005;96:89-103.
21. Malhotra D.The desire to win: The effects of competitive arousal on motivation and behavior.Organizational Behavior and Human Decision Processes. 2010;111:139-146.
22. Mano H.Risk-taking, framing effects, and affect.Organizational Behavior and Human Decision Processes. 1994;57:38-58.
23. Meston C. M.,Frohlich P. F.Love at first fright: Partner salience moderates roller-coaster-induced excitation transfer.Archives of Sexual Behavior. 2003;32:537-544.
24. Moran S.,Schweitzer M. E.When better is worse: Envy and the use of deception.Negotiation and Conflict Management Research. 2008;1:3-29.
25. Neale M. A.The new recruit. Evanston, IL: Dispute Resolution Research Center, Northwestern University; 1997:.
26. Preacher K. J.,Hayes A. F.Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models.Behavior Research Methods. 2008;40:879-891.
27. Pruitt D. G.Negotiating in organizations. Bazerman M. H.Lewicki R. J., ed. Beverly Hills, CA: Sage; 1983:35-49.
28. Reisenzein R.The Schachter theory of emotion: Two decades later.Psychological Bulletin. 1983;94:239-264.
29. Schachter S.,Singer J.Cognitive, social, and physiological determinants of emotional states.Psychological Review. 1962;69:379-399.
30. Shapiro S.,MacInnis D. J.,Park C. W.Understanding program-induced mood effects: Decoupling arousal from valence.Journal of Advertising. 2002;31:15-26.
31. 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.
32. Stefanucci J. K.,Storbeck J.Don't look down: Emotional arousal elevates height perception.Journal of Experimental Psychology. 2009;138:131-145.
33. Storbeck J.,Clore G. L.Affective arousal as information: How affective arousal influences judgments, learning, and memory.Social & Personality Psychology Compass. 2008;2:1824-1843.
34. Storms M. D.,Thomas G. C.Reactions to physical closeness.Journal of Personality and Social Psychology. 1977;35:412-418.
35. Thompson L.,Hrebec D.Lose-lose agreements in interdependent decision-making.Psychological Bulletin. 1996;120:396-409.
36. Ury W.Getting past no: Negotiating in difficult situations. New York, NY: Bantam Books; 2006:.
37. Van Kleef G. A.,De Dreu C. K. W.,Manstead A. S.The interpersonal effects of anger and happiness in negotiations.Journal of Personality and Social Psychology. 2004;86:57-76.
38. Wheeler M.Anxious moments: Openings in negotiations.Negotiation Journal. 2004;20:153-169.
39. White G. L.,Fishbein S.,Rutstein J.Passionate love and the misattribution of arousal.Journal of Personality and Social Psychology. 1981;41:56-62.
40. Williams E. K.,Chambless D. L.,Ahrens A.Are emotions frightening? An extension of the fear of fear construct.Behaviour Research and Therapy. 1997;35:239-248.