Supplication and appeasement in conflict and negotiation
The interpersonal effects of disappointment, worry, guilt, and regret
Bibliographic Data
| ID | 6203210 |
|---|---|
| Authors | Gerben A Van Kleef (0000-0003-0823-7654, University of Amsterdam), Carsten K W De Dreu (0000-0003-3692-4611, University of Amsterdam), Antony Manstead (0000-0001-7540-2096, Cardiff University) |
| Year | 2006 |
| Volume | 91 |
| Issue | 1 |
| Pages | 124-142 |
| Publication date | 2006-07-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/0022-3514.91.1.124 |
| PMID | 16834484 |
| OpenAlex | W2026443152 |
| Language | EN |
| Citations received | 68 |
| References cited | 113 |
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
Appeasement · Disappointment · Embarrassment · Interpersonal communication · Moderation · Negotiation · Personality · Regret · Conflict Management and Negotiation · Emotions and Moral Behavior · Psychology · Social and Intergroup Psychology · Social Psychology
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| Unique citing works | 68 |
|---|---|
| Citations per year | 3,4 |
| Citation span | 2006 - 2026 (21) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 60 |