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Supplication and Appeasement in Conflict and Negotiation: The Interpersonal Effects of Disappointment, Worry, Guilt, and Regret.
- Source :
-
Journal of Personality & Social Psychology . Jul2006, Vol. 91 Issue 1, p124-142. 19p. 2 Charts, 3 Graphs. - Publication Year :
- 2006
-
Abstract
- This study examined the social effects of emotions related to supplication and appeasement in conflict and negotiation. In a computer-simulated negotiation, participants in Experiment 1 were confronted with a disappointed or worried opponent (supplication), with a guilty or regretful opponent (appeasement), or with a nonemotional opponent (control). Compared with controls, participants conceded more when the other experienced supplication emotions and conceded less when the other experienced appeasement emotions (especially guilt). Experiment 2 replicated the effects of disappointment and guilt and showed that they are moderated by the perceiver's dispositional trust: Negotiators high in trust conceded more to a disappointed counterpart than to a happy one, but those with low trust were unaffected. In Experiment 3, trust was manipulated through information about the other's personality (cooperative vs. competitive), and a similar moderation was obtained. [ABSTRACT FROM AUTHOR]
Details
- Language :
- English
- ISSN :
- 00223514
- Volume :
- 91
- Issue :
- 1
- Database :
- Academic Search Index
- Journal :
- Journal of Personality & Social Psychology
- Publication Type :
- Academic Journal
- Accession number :
- 21610401
- Full Text :
- https://doi.org/10.1037/0022-3514.91.1.124