Department of Social and Organizational Psychology, Leiden University, The Netherlands.
Br J Soc Psychol. 2012 Dec;51(4):741-52. doi: 10.1111/j.2044-8309.2011.02089.x. Epub 2012 Jan 27.
Emotions play an important role in conflict resolution. Past work has found that negotiators tend to concede when confronted with anger. We argue and show that this effect occurs in conflicts about interests, but not in conflicts about values. In value conflicts that are more closely tied to a person's values, norms, and identity, expressions of anger are likely to backfire. We demonstrate that people deem expressions of anger more unfair in value conflicts than in interest conflicts (Study 1) and that they are more likely to engage in retaliatory and escalatory behaviours when confronted with an angry reaction in the context of a value issue rather than an interest issue (Study 2).
情绪在解决冲突中起着重要作用。过去的研究发现，当面对愤怒时，谈判者往往会让步。我们认为，这种效应只发生在利益冲突中，而不是在价值观冲突中。在与一个人的价值观、规范和身份更紧密相关的价值冲突中，表达愤怒很可能适得其反。我们证明，人们认为在价值冲突中表达愤怒比在利益冲突中更不公平（研究 1），并且当面对与价值问题而不是利益问题相关的愤怒反应时，他们更有可能采取报复性和升级性的行为（研究 2）。
