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?:abstract
  • "Negotiators often fail to reach integrative ('win–win') agreements because they think that their own and other’s preferences are diametrically opposed—the so-called fixed-pie perception. We examined how verbal (Experiment 1) and nonverbal (Experiment 2) emotional expressions may reduce fixed-pie perception and promote integrative behavior. In a two-issue computer-simulated negotiation, participants negotiated with a counterpart emitting one of the following emotional response patterns: (1) anger on both issues, (2) anger on participant's high priority issue and happiness on participant's low-priority issue, (3) happiness on high priority issue and anger on low-priority issue, or (4) happiness on both issues. In both studies, the third pattern reduced fixed-pie perception and increased integrative behavior, whereas the second pattern amplified bias and reduced integrative behavior. Implications for how emotions shape social exchange are discussed." (author's abstract) (xsd:string)
?:contributor
?:dateModified
  • 2008 (xsd:gyear)
?:datePublished
  • 2008 (xsd:gyear)
?:doi
  • 10.1016/j.jesp.2008.06.007 ()
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  • true (xsd:boolean)
is ?:hasPart of
?:inLanguage
  • en (xsd:string)
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?:issueNumber
  • 6 (xsd:string)
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?:name
  • Emotions as strategic information: effects of other's emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation (xsd:string)
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?:publicationType
  • Zeitschriftenartikel (xsd:string)
  • journal_article (en)
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  • GESIS-SSOAR (xsd:string)
  • In: Journal of Experimental Social Psychology, 44, 2008, 6, 1444-1454 (xsd:string)
rdf:type
?:url
?:urn
  • urn:nbn:de:0168-ssoar-267554 ()
?:volumeNumber
  • 44 (xsd:string)