2006/07/01 by Gerben A. van Kleef, Carsten K. W. De Dreu, Antony S. R. Manstead · 1 citation
Psychology · Social Sciences · #Appeasement #Conflict Management and Negotiation #Disappointment #Embarrassment #Emotions and Moral Behavior #Interpersonal communication #Moderation #Negotiation #Personality #Psychology #Regret #Social and Intergroup Psychology #Social psychology
paper · doi:10.1037/0022-3514.91.1.124
openalex publication_date 2006/07/01 · openalex created_date 2025/10/10 · openalex updated_date 2026/08/01
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.