Understanding emotional transitions
The interpersonal consequences of changing emotions in negotiations
Bibliographic Data
| ID | 6205577 |
|---|---|
| Authors | Allan Filipowicz (INSEAD), Sigal G Barsade (University of Pennsylvania), Sigal Barsade, Shimul Melwani (University of Pennsylvania) |
| Year | 2011 |
| Volume | 101 |
| Issue | 3 |
| Pages | 541-556 |
| Publication date | 2011-09-01 |
| 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/a0023545 |
| PMID | 21639649 |
| OpenAlex | W2119160332 |
| Language | EN |
| Citations received | 30 |
| References cited | 57 |
Research on the interpersonal functions of emotions has focused primarily on steady-state emotion rather than on emotional transitions, the movement between emotion states. The authors examined the influence of emotional transitions on social interactions and found that emotional transitions led to consistently different outcomes than their corresponding steady-state emotions. Across 2 computer-mediated negotiations and a face-to-face negotiation, participants negotiating with partners who displayed a "becoming angry" (happy to angry) emotional transition accepted worse negotiation outcomes yet formed better relational impressions of their partners than participants negotiating with partners who displayed steady-state anger. This relationship was mediated through 2 mechanisms: attributional and emotional contagion processes. The "becoming happy" (angry to happy) emotional transition as compared with steady-state happiness was not significantly related to differences in negotiation outcomes but was significantly related to differences in relational impressions, where perceivers of the "becoming happy" emotional transition gave their partners lower relational impression ratings than perceivers of steady-state happiness
Anger · Emotional contagion · Emotional expression · Happiness · Interpersonal communication · Interpersonal relationship · Negotiation · Transition (genetics) · Attachment and Relationship Dynamics · Conflict Management and Negotiation · Emotions and Moral Behavior · Psychology · Social Psychology
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| Unique citing works | 30 |
|---|---|
| Citations per year | 2 |
| Citation span | 2011 - 2026 (16) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 28 |