I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power

Overbeck, Jennifer R.; Neale, Margaret A.; Govan, Cassandra L.

doi:10.1016/j.obhdp.2010.02.004

Cited by 128 publications

(72 citation statements)

References 64 publications

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“…Keltner et al's () approach‐inhibition theory of power proposed that elevated power is associated with the possession of resources and rewarding contexts, and that the experience of power makes people act at will without interference. Power gives people control over others and decreases social resistance and constraint (Overbeck, Neale, & Govan, ). This, together with easier access to resources and opportunities, gives power holders more control over what is important to them, as well as the ability to act at will (Smith, Jostmann, Galinsky, & Van Dijk, ).…”

Section: In Charge and In Control: Power And Approach Motivationmentioning

confidence: 99%

When does power trigger approach motivation? Threats and the role of perceived control in the power domain

Deng

Zheng

Guinote

2018

Social & Personality Psych

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It is widely believed that power activates the behavioral approach system (Guinote, ; Keltner, Gruenfeld, & Anderson, ); however, findings are inconsistent. Here we discuss evidence suggesting that perceived threats to control in the power domain are key determinants of the association between power and approach motivation. We propose that objective or subjective threats to the exercise of power trigger behavioral inhibition, conflicts between approach and behavioral inhibition, and reactive, negatively valenced approach motivation. Furthermore, threatened power holders reassert power—in particular by using coercion—as defense against threat. We discuss literature in support of these hypotheses involving external threats (e.g., instability, illegitimacy, and uncertainty) and subjective states (anxiety, motivation to maintain power, perceived incompetence, submissiveness, and perceptions of low power) that trigger the perception of lack of control in the power domain and undermine the positive tone of power holders' approach motivation.

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Section: In Charge and In Control: Power And Approach Motivationmentioning

confidence: 99%

When does power trigger approach motivation? Threats and the role of perceived control in the power domain

Deng

Zheng

Guinote

2018

Social & Personality Psych

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“…Anger displays convey toughness and that the person expressing anger has high bargaining limits [1], [2]. Multiple studies have shown that angry opponents elicit greater concessions than happy opponents in both negotiations and ultimatum bargaining [1], [3]–[5].…”

Section: Introductionmentioning

confidence: 99%

The Effects of Intrapersonal Anger and Its Regulation in Economic Bargaining

Fabiansson

Denson

2012

PLoS ONE

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Anger is a common cause of strained negotiations. This research investigated the effects of experiencing anger (Experiment 1) and regulating anger (Experiment 2) on ultimatum bargaining. Experiment 1 showed that relative to a control condition, angered participants proposed less fair offers and rejected more offers when bargaining with the person who angered them. Experiment 2 replicated Experiment 1, and additionally showed that regulating anger via reappraisal and distraction both reduced anger. However, only reappraisal effectively reduced anger for the duration of the negotiation. Participants who reappraised proposed fairer offers than those in the distraction condition, but did not differ in offers accepted. This research may have implications for what emotion regulation strategy should be employed in economic bargaining. However, future research is required to determine the most effective timing and components of reappraisal for promoting beneficial outcomes in bargaining contexts.

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“…A growing body of research indicates that powerful individuals are more likely to experience positive consequences after expressing anger (e.g., getting their way), whereas powerless individuals face more negative consequences (e.g., social repercussions; Overbeck, Neale, & Govan, 2010;Sinaceur & Tiedens, 2006;Van Kleef & Côt e, 2007). A growing body of research indicates that powerful individuals are more likely to experience positive consequences after expressing anger (e.g., getting their way), whereas powerless individuals face more negative consequences (e.g., social repercussions; Overbeck, Neale, & Govan, 2010;Sinaceur & Tiedens, 2006;Van Kleef & Côt e, 2007).…”

mentioning

confidence: 99%

Powerless people don't yell but tell: The effects of social power on direct and indirect expression of anger

Petkanopoulou

Rodríguez‐Bailón

Willis

et al. 2018

Euro J Social Psych

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Expressing anger can engender desired change, but it can also backfire. In the present research we examined how power shapes the expression of anger. In Study 1, we found that powerless individuals were less inclined to express their anger directly but more inclined to express it indirectly by sharing it with others. Powerless participants’ reluctance to express anger directly was mediated by negative social appraisals. In Study 2, we replicated the effect of power on direct anger expression in a situation in which participants had actual power (or not). Anger was evoked in the laboratory using an ecologically valid procedure, and participants were given an opportunity to express anger. Study 3 showed that powerless participants expected direct anger expression to arouse more anger than fear in the target, whereas the opposite was true for indirect anger expression. Powerful participants always expected to elicit more fear than anger in the target.

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I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power

Cited by 128 publications

References 64 publications

When does power trigger approach motivation? Threats and the role of perceived control in the power domain

When does power trigger approach motivation? Threats and the role of perceived control in the power domain

The Effects of Intrapersonal Anger and Its Regulation in Economic Bargaining

Powerless people don't yell but tell: The effects of social power on direct and indirect expression of anger

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