谈判中愤怒与快乐的人际影响。
The interpersonal effects of anger and happiness in negotiations.
作者信息
van Kleef Gerben A, De Dreu Carsten K W, Manstead Antony S R
机构信息
Faculty of Social and Behavioural Sciences, Department of Psychology, University of Amsterdam, Amsterdam, Netherlands.
出版信息
J Pers Soc Psychol. 2004 Jan;86(1):57-76. doi: 10.1037/0022-3514.86.1.57.
Three experiments investigated the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, participants received information about the emotional state (anger, happiness, or none) of their opponent. Consistent with a strategic-choice perspective, Experiment 1 showed that participants conceded more to an angry opponent than to a happy one. Experiment 2 showed that this effect was caused by tracking--participants used the emotion information to infer the other's limit, and they adjusted their demands accordingly. However, this effect was absent when the other made large concessions. Experiment 3 examined the interplay between experienced and communicated emotion and showed that angry communications (unlike happy ones) induced fear and thereby mitigated the effect of the opponent's experienced emotion. These results suggest that negotiators are especially influenced by their opponent's emotions when they are motivated and able to consider them.
三项实验研究了谈判中愤怒和快乐情绪对人际关系的影响。在计算机介导的谈判过程中，参与者会收到关于对手情绪状态（愤怒、快乐或无情绪）的信息。与战略选择视角一致，实验1表明，参与者对愤怒的对手比对快乐的对手做出了更多让步。实验2表明，这种效应是由追踪导致的——参与者利用情绪信息推断对方的底线，并据此调整自己的要求。然而，当对方做出大幅让步时，这种效应就不存在了。实验3考察了体验到的情绪和表达出的情绪之间的相互作用，结果表明愤怒的表达（与快乐的表达不同）会引发恐惧，从而减轻对手体验到的情绪的影响。这些结果表明，当谈判者有动机且能够考虑对手的情绪时，他们会特别受到对手情绪的影响。
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