How Emotions Work: The Social Functions of Emotional Expression in Negotiations

Morris, Michael W.; Keltner, Dacher

doi:10.1016/s0191-3085(00)22002-9

Cited by 358 publications

(324 citation statements)

References 91 publications

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“…Displays of emotions provide social cues (Keltner and Kring 1998;Morris and Keltner 2000;Thompson et al 1999). Precisely, they help people to convey information about themselves to others.…”

Section: Gaming Emotions or Expectations?mentioning

confidence: 99%

“…Emotions may well be one of such displayed aspects (Jones and Pittman, 1982). Since emotions are powerful social cues (Keltner and Kring 1998;Morris and Keltner 2000), people have an incentive to strategically express their feelings (Barry 1999;Thompson et al 1999). For example, employees are frequently obliged either by implicit social norms or by explicit company policies to display, and usually fake, specific emotional states.…”

Section: Gaming Emotionsmentioning

confidence: 99%

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Gaming Emotions in Social Interactions

Andrade¹,

Ho²

2009

J Consum Res

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One's own emotions may influence someone else's behavior in a social interaction. If one believes this, she or he has an incentive to game emotions-to strategically modify the expression of a current emotional state-in an attempt to influence her or his counterpart. In a series of three experiments, this article investigates the extent to which people (1) misrepresent a current emotional state, (2) willfully acknowledge their strategic actions, (3) choose to game emotions over nonemotional information, and (4) improve their financial well-being from emotion gaming. (c) 2009 by JOURNAL OF CONSUMER RESEARCH, Inc..

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Section: Gaming Emotions or Expectations?mentioning

confidence: 99%

Section: Gaming Emotionsmentioning

confidence: 99%

Gaming Emotions in Social Interactions

Andrade¹,

Ho²

2009

J Consum Res

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“…In other words, we diverge from research concerned with individual-level personality and examine the configuration of both negotiators' interpersonal traits and how similarity and dissimilarity across levels of PERSONALITY SIMILARITY IN NEGOTIATIONS 5 agreeableness and extraversion influence the emotional displays evident in electronic negotiation. In doing so, we add to an emerging literature highlighting the affective nature of negotiation (Druckman & Olekalns, 2008;Kopelman, Rosette, & Thompson, 2006) by focusing on emotional displays, a particularly critical social and emotional component of the negotiation process (Morris & Keltner, 2000). We also contribute to the negotiation literature by examining the negotiating dyad's use of emotional language (i.e., objective assessments of positive emotional displays), as opposed to individual, subjective reports of emotion.…”

Section: )mentioning

confidence: 99%

Personality similarity in negotiations: Testing the dyadic effects of similarity in interpersonal traits and the use of emotional displays on negotiation outcomes.

Wilson¹,

DeRue²,

Matta³

et al. 2016

Journal of Applied Psychology

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We build on the small but growing literature documenting personality influences on negotiation by examining how the joint disposition of both negotiators with respect to the interpersonal traits of agreeableness and extraversion influences important negotiation processes and outcomes. Building on similarity-attraction theory, we articulate and demonstrate how being similarly high or similarly low on agreeableness and extraversion leads dyad members to express more positive emotional displays during negotiation. Moreover, because of increased positive emotional displays, we show that dyads with such compositions also tend to reach agreements faster, perceive less relationship conflict, and have more positive impressions of their negotiation partner. Interestingly, these results hold regardless of whether negotiating dyads are similar in normatively positive (i.e., similarly agreeable and similarly extraverted) or normatively negative (i.e., similarly disagreeable and similarly introverted) ways. Overall, these findings demonstrate the importance of considering the dyad's personality configuration when attempting to understand the affective experience as well as the downstream outcomes of a negotiation. ABSTRACTWe build on the small but growing literature documenting personality influences on negotiation by examining how the joint disposition of both negotiators with respect to the interpersonal traits of agreeableness and extraversion influences important negotiation processes and outcomes.Building on similarity-attraction theory, we articulate and demonstrate how being similarly high or similarly low on agreeableness and extraversion leads dyad members to express more positive emotional displays during negotiation. Moreover, due to increased positive emotional displays, we show that dyads with such compositions also tend to reach agreements faster, perceive less relationship conflict, and have more positive impressions of their negotiation partner.Interestingly, these results hold regardless of whether negotiating dyads are similar in normatively positive (i.e., similarly agreeable and similarly extraverted) or normatively negative (i.e., similarly disagreeable and similarly introverted) ways. Overall, these findings demonstrate the importance of considering the dyad's personality configuration when attempting to understand the affective experience as well as the downstream outcomes of a negotiation.Keywords: agreeableness, extraversion, personality similarity, emotional display, negotiation PERSONALITY SIMILARITY IN NEGOTIATIONS 3 Scholars for many years characterized personality as having little to no impact on negotiation behavior and outcomes (e.g., Bazerman, Curhan, Moore, & Valley, 2000;Rubin & Brown, 1975;Thompson, 1990). More recently, however, researchers found evidence for a different story and have begun specifying a range of new and interesting ways that personality impacts negotiations (e.g., Barry & Friedman, 1998;Barry, Fulmer, & Van Kleef, 2004;DeRue, Conlon, Moon, & Willaby, 2009;Dimot...

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“…Establishing Cooperation Through Disappointment and Anger Developmental, cultural, evolutionary and social psychologists alike have started to recognize that obtaining an adequate understanding of emotions requires taking into account the social environment in which emotions are elicited (Campos, Campos, & Barrett, 1989;Markus & Kitayama, 1991;Morris & Keltner, 2000;Tooby & Cosmides, 1990). Accordingly, scholars have shifted their focus to the important social functions that emotions fulfill by coordinating interpersonal relations (Frijda & Mesquita 1994;Keltner & Haidt, 1999;Oatley & Jenkins, 1992).…”

Section: How Emotion Communication Guides Reciprocitymentioning

confidence: 99%