Yun Dongwon, Jung Heajung
William F. Harrah College of Hospitality, University of Nevada, Las Vegas, Las Vegas, NV, United States.
School of Business, Konkuk University, Seoul, South Korea.
Front Psychol. 2022 Jun 2;13:879063. doi: 10.3389/fpsyg.2022.879063. eCollection 2022.
This research aimed to explore the effects of communication channels and anger intensity as factors determining how the expression of anger affects negotiation outcomes. Based on the "emotions as social information" (EASI) model and media richness theory, we tried to examine how anger expression influences both economic and psychological negotiation outcomes as a function of communication channels and explore its underlying mechanism. In Study 1, 470 participants were randomly assigned to one of the five experimental conditions-neutral, anger expression text/emoticon/voice/video-and asked to participate in an online negotiation task. The results showed a significant main effect of communication channel; partner's anger expression communication channels richer in non-verbal cues (voice and video) led participants to make a higher concession and report lower satisfaction with negotiation and lower desire for future interaction with the same partner compared to anger expression less rich channels (text and emoticon). The anger expression effects on psychological outcomes were partially explained by perceiver's anger experience in response to anger display, which is consistent with the affective mechanism proposed by the EASI model. Study 2 examined whether the results of Study 1 could be attributable to the different levels of anger intensity perceived by the participants across different communication channels. Data analyses from 189 participants showed a significant main effect of anger intensity only with a desire for future interaction, but not with satisfaction and concession. The insignificant findings of the latter imply that the observed channel effect in Study 1 cannot be fully explained by the intensity effect.
本研究旨在探讨沟通渠道和愤怒强度作为决定愤怒表达如何影响谈判结果的因素所产生的影响。基于“情绪即社会信息”（EASI）模型和媒体丰富度理论，我们试图检验愤怒表达如何作为沟通渠道的函数影响经济和心理谈判结果，并探究其潜在机制。在研究1中，470名参与者被随机分配到五个实验条件之一——中性、愤怒表达（文本/表情符号/语音/视频）——并被要求参与一项在线谈判任务。结果显示出沟通渠道的显著主效应；与愤怒表达通过不太丰富的渠道（文本和表情符号）相比，伙伴的愤怒表达通过非言语线索更丰富的沟通渠道（语音和视频）会导致参与者做出更大的让步，并报告对谈判的满意度更低以及与同一伙伴未来互动的意愿更低。愤怒表达对心理结果的影响部分由感知者对愤怒展示的愤怒体验来解释，这与EASI模型提出的情感机制一致。研究2检验了研究1的结果是否可归因于参与者在不同沟通渠道中感知到的不同愤怒强度水平。对189名参与者的数据分析显示，只有对未来互动的意愿存在愤怒强度的显著主效应，而对满意度和让步则不存在。后者的不显著结果意味着研究1中观察到的渠道效应不能完全由强度效应来解释。
