On Being Peripheral and Paying Attention: Prototypicality and Information Processing in Intergroup Conflict

Kleef, Gerben A. van; Homan, Astrid C.; Steinel, Wolfgang

doi:10.2139/ssrn.1615198

Cited by 2 publications

(1 citation statement)

References 39 publications

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“…They do not only occur in many situations of everyday life, but also between different (working-) teams, departments, organizations, political parties or nations [13]. Particularly when issues are complicated, teams are brought into play to reach a resolution of the conflict through negotiation [2,6], mainly because of their expected larger resource potential [12].…”

Section: Theoretical Backgroundmentioning

confidence: 99%

Computer-Supported Preference Awareness in Negotiation Teams for Fostering Accurate Joint Priorities

Thiemann¹,

Engelmann²

2015

Proceedings of the 18th ACM Conference Companion on Computer Supported Cooperative Work &Amp; Social Computing

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A major problem within a negotiation team is, that its members − although they form one joint negotiation party − often have different preferences for an upcoming negotiation. If these are not exchanged and aligned by the team members prior to the negotiation in order to agree on joint priorities, they achieve poorer negotiation results. This experimental study examines, whether computer-supported awareness about the preferences of all team members (i.e. Preference Awareness) can foster accurate joint priorities within a team. 150 participants were randomly assigned to teams of three members with different preferences in either a condition with or without Preference Awareness. The team members had to prepare jointly for an upcoming negotiation via audio conference and afterwards were asked for their priorities for the negotiation. The stated priorities in the condition with preference awareness covered the preferences of all team members significantly better than in the condition without awareness.

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Section: Theoretical Backgroundmentioning

confidence: 99%

Computer-Supported Preference Awareness in Negotiation Teams for Fostering Accurate Joint Priorities

Thiemann¹,

Engelmann²

2015

Proceedings of the 18th ACM Conference Companion on Computer Supported Cooperative Work &Amp; Social Computing

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Does communicating disappointment in negotiations help or hurt? Solving an apparent inconsistency in the social-functional approach to emotions.

Lelieveld¹,

Dijk²,

Beest³

et al. 2013

Journal of Personality and Social Psychology

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On the basis of a social-functional approach to emotion, scholars have argued that expressing disappointment in negotiations communicates weakness, which may evoke exploitation. Yet, it is also argued that communicating disappointment serves as a call for help, which may elicit generous offers. Our goal was to resolve this apparent inconsistency. We develop the argument that communicating disappointment elicits generous offers when it evokes guilt in the target, but elicits low offers when it does not. In 4 experiments using both verbal (Experiments 1-3) and nonverbal (Experiment 4) emotion manipulations, we demonstrate that the interpersonal effects of disappointment depend on (a) the opponent's group membership and (b) the type of negotiation. When the expresser was an outgroup member and in representative negotiations (i.e., when disappointment did not evoke guilt), the weakness that disappointment communicated elicited lower offers. When the expresser was an ingroup member and in individual negotiations (i.e., when disappointment did evoke guilt), the weakness that disappointment communicated elicited generous offers from participants. Thus, in contrast to the common belief that weakness is a liability in negotiations, expressing disappointment can be effective under particular circumstances. We discuss implications for theorizing about the social functions of emotions.

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On Being Peripheral and Paying Attention: Prototypicality and Information Processing in Intergroup Conflict

Cited by 2 publications

References 39 publications

Computer-Supported Preference Awareness in Negotiation Teams for Fostering Accurate Joint Priorities

Computer-Supported Preference Awareness in Negotiation Teams for Fostering Accurate Joint Priorities

Does communicating disappointment in negotiations help or hurt? Solving an apparent inconsistency in the social-functional approach to emotions.

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