The interpersonal effects of emotions in negotiations: a motivated information processing approach

Three experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In Experiment 1, participants received information about the opponent's emotion (anger, happiness, or none) in a computer-mediated negotiation. As predicted, they conceded more to an angry opponent than to a happy one (controls falling in between), but only when they had a low (rather than a high) need for cognitive closure. Experiment 2 similarly showed that participants were only affected by the other's emotion under low rather than high time pressure, because time pressure reduced their degree of information processing. Finally, Experiment 3 showed that negotiators were only influenced by their opponent's emotion if they had low (rather than high) power. These results support the motivated information processing model by showing that negotiators are only affected by their opponent's emotions if they are motivated to consider them.     

Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation

Emotions such as anger and happiness have pervasive interpersonal effects in negotiations. We propose that the nature of the effects depends on the target of the emotion, that is, whether the emotion is directed toward a person or a specific behavior. In a computer-mediated negotiation (N = 87), participants received either angry or happy messages from a simulated opponent, which were either behavior-oriented or person-directed. Behavior-oriented anger elicited larger concessions than behavior-oriented happiness, whereas person-directed anger elicited smaller concessions than person-directed happiness. This reversal could be attributed to the strategic value of the emotional expression, which was higher in the behavior-oriented condition than in the person-directed condition. These findings show that the interpersonal effects of anger and happiness depend critically on the target of the emotion.     

The Perception of Four Basic Emotions in Human and Nonhuman Faces by Children With Autism and Other Developmental Disabilities

Children who experienced autism, mental retardation, and language disorders; and, children in a clinical control group were shown photographs of human female, orangutan, and canine (boxer) faces expressing happiness, sadness, anger, surprise and a neutral expression. For each species of faces, children were asked to identify the happy, sad, angry, or surprised expressions. In Experiment 1, error patterns suggested that children who experienced autism were attending to features of the lower face when making judgements about emotional expressions. Experiment 2 supported this impression. When recognizing facial emotion, children without autism performed better when viewing the full face, compared to the upper and lower face alone. Children with autism performed no better when viewing the full face than they did when viewing partial faces; and, performed no better than chance when viewing the upper face alone. The results are discussed with respect to differences in the manner that children with and without autism process social information communicated by the face.     

Cooperative and competitive motives enhance perceptual sensitivity to angry and happy facial expressions

The interdependent motives of cooperation and competition are integral to adaptive social functioning. In three experiments, we provide novel evidence that both cooperation and competition goals enhance perceptual acuity for both angry and happy faces. Experiment 1 found that both cooperative and competitive motives improve perceivers?? ability to discriminate between genuine and deceptive smiles. Experiment 2 revealed that both cooperative and competitive motives improve perceivers?? perceptual sensitivity to subtle differences among happy and angry facial expressions. Finally, Experiment 3 found that the motivated increase in perceptual acuity for happy and angry expressions allows perceivers to overcome the effects of visual noise, relative to unmotivated control participants. Collectively, these results provide novel evidence that the interdependent motives of cooperation and competition can attune visual perception, accentuating the subjectively experienced signal strength of anger and happiness.     

Threat advantage: Perception of angry and happy dynamic faces across cultures

The current study tested whether the perception of angry faces is cross-culturally privileged over that of happy faces, by comparing perception of the offset of emotion in a dynamic flow of expressions. Thirty Chinese and 30 European-American participants saw movies that morphed an anger expression into a happy expression of the same stimulus person, or vice versa. Participants were asked to stop the movie at the point where they ceased seeing the initial emotion. As expected, participants cross-culturally continued to perceive anger longer than happiness. Moreover, anger was perceived longer in in-group than in out-group faces. The effects were driven by female rather than male targets. Results are discussed with reference to the important role of context in emotion perception.     

Threat advantage: Perception of angry and happy dynamic faces across cultures

The current study tested whether the perception of angry faces is cross-culturally privileged over that of happy faces, by comparing perception of the offset of emotion in a dynamic flow of expressions. Thirty Chinese and 30 European-American participants saw movies that morphed an anger expression into a happy expression of the same stimulus person, or vice versa. Participants were asked to stop the movie at the point where they ceased seeing the initial emotion. As expected, participants cross-culturally continued to perceive anger longer than happiness. Moreover, anger was perceived longer in in-group than in out-group faces. The effects were driven by female rather than male targets. Results are discussed with reference to the important role of context in emotion perception.     

高确定性情绪（开心、愤怒）与低确定性情绪（悲伤）对信任的影响

本研究通过信任游戏的实验范式探讨了在与“受信任者”高/低可信赖性有关的信任线索时,具体情绪的确定性维度对信任行为的影响。实验一发现,当被试被告知“受信任者”在可信赖量表上的得分（高/低）时,个体在高确定性情绪（开心和愤怒）下的信任判断比低确定性情绪（悲伤）下的信任判断上更容易被受信任者的“可信赖性”水平的高低所影响;实验二发现,当告知被试“受信任者”的群体身份（内/外群）时,个体在高确定性情绪（开心和愤怒）下的信任判断比低确定性情绪（悲伤）下的信任判断更容易被受信任者的“内外群”身份所影响。上述结果表明,高确定性的情绪比低确定性的情绪更容易使被试的信任判断受到与“受信任者”是否值得信赖有关的线索所影响。     

Understanding emotional transitions: the interpersonal consequences of changing emotions in negotiations

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.     

Judgment of other people's facial expressions of emotions is influenced by their concurrent affective hand movements

We investigated whether emotional information from facial expression and hand movement quality was integrated when identifying the expression of a compound stimulus showing a static facial expression combined with emotionally expressive dynamic manual actions. The emotions (happiness, neutrality, and anger) expressed by the face and hands were either congruent or incongruent. In Experiment 1, the participants judged whether the stimulus person was happy, neutral, or angry. Judgments were mainly based on the facial expressions, but were affected by manual expressions to some extent. In Experiment 2, the participants were instructed to base their judgment on the facial expression only. An effect of hand movement expressive quality was observed for happy facial expressions. The results conform with the proposal that perception of facial expressions of emotions can be affected by the expressive qualities of hand movements.     

Longer-term consequences of anger expression in negotiation: Retaliation or spillover?

Negotiators often concede to angry partners. But what happens when they meet again? According to the spillover hypothesis, negotiators demand less from previously angry partners because they perceive them as tough. According to the retaliation hypothesis, negotiators demand more from previously angry partners because of negative impressions and a desire to get even. Experiment 1 showed that participants demanded less in later negotiations when their partner in a previous negotiation had expressed anger (rather than no emotion) and the later negotiation was with the same (rather than a different) partner. Consistent with the spillover hypothesis, this effect was mediated by inferences regarding the partner’s toughness. Experiment 2 showed that apologies reduce the negative effects of anger on impressions and desire for future interaction. Behavioral reactions were moderated by social value orientation: extending the established might/morality effect, prosocial participants responded cooperatively to an apology, whereas proselfs responded competitively.     

A social functional approach to emotions in bargaining: when communicating anger pays and when it backfires

Previous research on the communication of emotions has suggested that bargainers obtain higher outcomes if they communicate anger than if they communicate happiness because anger signals higher limits, which in turn leads opponents to give in. Building on a social functional account of communicated emotions, the authors demonstrate that the behavioral consequences of communicated anger strongly depend on structural characteristics of the bargaining situation. The results of 3 experimental studies on ultimatum bargaining corroborate the notion that communicated anger signals higher limits and that emotion effects are contingent on bargainers' expectation that low offers will be rejected. The data also indicate, however, that communicating anger in bargaining may backfire. The findings suggest that bargainers who communicate anger may obtain lower outcomes (a) when their opponent has a possibility to deceive them during bargaining and (b) when the consequences of rejecting their opponent's offer are low. Taken together, the current article reveals the boundary conditions of successful communication of anger in bargaining.     

Steering sheep: How expressed emotional ambivalence elicits dominance in interdependent decision making contexts

This research proposes that expressed emotional ambivalence elicits greater dominance in observers than expressed happiness or anger because ambivalence conveys deliberation and therefore submissiveness. Four laboratory studies yielded convergent findings across different measures of dominance and manipulations of emotional expressions (videos and vignettes). Study 1 showed that participants can identify the expression of tension and conflict as ambivalence and can reliably distinguish ambivalence expressions from the expression of a related emotion (sadness), as well as unrelated emotions (happiness and anger). Study 2 showed that participants intended to dominate the ambivalent partner significantly more than the happy, angry, or non-emotional partner. Study 3 provides evidence that negotiators dominated the ambivalent partner because they perceived the ambivalent partner as more deliberative, and thus submissive. Study 4 confirmed - using a different manipulation of ambivalence - that expressed ambivalence leads to perceived submissiveness because it suggests greater deliberation.     

Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret

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.     

Social appraisal influences recognition of emotions

The notion of social appraisal emphasizes the importance of a social dimension in appraisal theories of emotion by proposing that the way an individual appraises an event is influenced by the way other individuals appraise and feel about the same event. This study directly tested this proposal by asking participants to recognize dynamic facial expressions of emotion (fear, happiness, or anger in Experiment 1; fear, happiness, anger, or neutral in Experiment 2) in a target face presented at the center of a screen while a contextual face, which appeared simultaneously in the periphery of the screen, expressed an emotion (fear, happiness, anger) or not (neutral) and either looked at the target face or not. We manipulated gaze direction to be able to distinguish between a mere contextual effect (gaze away from both the target face and the participant) and a specific social appraisal effect (gaze toward the target face). Results of both experiments provided evidence for a social appraisal effect in emotion recognition, which differed from the mere effect of contextual information: Whereas facial expressions were identical in both conditions, the direction of the gaze of the contextual face influenced emotion recognition. Social appraisal facilitated the recognition of anger, happiness, and fear when the contextual face expressed the same emotion. This facilitation was stronger than the mere contextual effect. Social appraisal also allowed better recognition of fear when the contextual face expressed anger and better recognition of anger when the contextual face expressed fear.     

Effects of discrete emotions on young children's suggestibility

Two experiments investigated the effects of sadness, anger, and happiness on 4- to 6-year-old children's memory and suggestibility concerning story events. In Experiment 1, children were presented with 3 interactive stories on a video monitor. The stories included protagonists who wanted to give the child a prize. After each story, the child completed a task to try to win the prize. The outcome of the child's effort was manipulated in order to elicit sadness, anger, or happiness. Children's emotions did not affect story recall, but children were more vulnerable to misleading questions about the stories when sad than when angry or happy. In Experiment 2, a story was presented and emotions were elicited using an autobiographical recall task. Children responded to misleading questions and then recalled the story for a different interviewer. Again, children's emotions did not affect the amount of story information recalled correctly, but sad children incorporated more information from misleading questions during recall than did angry or happy children. Sad children's greater suggestibility is discussed in terms of the differing problem-solving strategies associated with discrete emotions.     

Taking the fight out of people: Exploring how defeat modulates the automatic aggressive response to facial anger

Past studies indicate that angry facial expressions automatically activate an aggressive response, seeming to support the view that humans possess an inborn, automatic tendencies to aggress. However, the current authors drew on influential models from evolutionary game theory to suggest that experiences of defeat may modulate this tendency. To examine this, four experiments were conducted to explore how defeat may modulate this aggressive response. In each study, participants executed simulated fight or flight responses based a computerized opponent's facial expression. Across studies, participants were typically faster to initiate fight (than flight) responses against an angry opponent. Simply losing simulated fights (Experiment 1) or experiencing aversive, white noise following simulated losses (Experiment 2) did not eliminate this tendency. However, when aversive noise was specifically experienced after losing to an angry opponent, the automatic aggressive response was eliminated (Experiment 3). This result was directly replicated (Experiment 4). Thus, these studies isolate the cues which automatize submissive behavior and show that fighting experience can modulate even our automatic aggressive responses to others’ anger displays.     

Effects of induced sad mood on facial emotion perception in young and older adults

Older adults perceive less intense negative emotion in facial expressions compared to younger counterparts. Prior research has also demonstrated that mood alters facial emotion perception. Nevertheless, there is little evidence which evaluates the interactive effects of age and mood on emotion perception. This study investigated the effects of sad mood on younger and older adults’ perception of emotional and neutral faces. Participants rated the intensity of stimuli while listening to sad music and in silence. Measures of mood were administered. Younger and older participants’ rated sad faces as displaying stronger sadness when they experienced sad mood. While younger participants showed no influence of sad mood on happiness ratings of happy faces, older adults rated happy faces as conveying less happiness when they experienced sad mood. This study demonstrates how emotion perception can change when a controlled mood induction procedure is applied to alter mood in young and older participants.     

Attentional biases for negative interpersonal stimuli in clinical depression

An information-processing paradigm was used to examine attentional biases in clinically depressed participants, participants with generalized anxiety disorder (GAD), and nonpsychiatric control participants for faces expressing sadness, anger, and happiness. Faces were presented for 1000 ms, at which point depressed participants had directed their attention selectively to depression-relevant (i.e., sad) faces. This attentional bias was specific to the emotion of sadness; the depressed participants did not exhibit attentional biases to the angry or happy faces. This bias was also specific to depression; at 1000 ms, participants with GAD were not attending selectively to sad, happy, or anxiety-relevant (i.e., angry) faces. Implications of these findings for both the cognitive and the interpersonal functioning of depressed individuals are discussed and directions for future research are advanced.     

Short-term memory for emotional faces in dysphoria

The study aimed to determine if the memory bias for negative faces previously demonstrated in depression and dysphoria generalises from long- to short-term memory. A total of 29 dysphoric (DP) and 22 non-dysphoric (ND) participants were presented with a series of faces and asked to identify the emotion portrayed (happiness, sadness, anger, or neutral affect). Following a delay, four faces were presented (the original plus three distractors) and participants were asked to identify the target face. Half of the trials assessed memory for facial emotion, and the remaining trials examined memory for facial identity. At encoding, no group differences were apparent. At memory testing, relative to ND participants, DP participants exhibited impaired memory for all types of facial emotion and for facial identity when the faces featured happiness, anger, or neutral affect, but not sadness. DP participants exhibited impaired identity memory for happy faces relative to angry, sad, and neutral, whereas ND participants exhibited enhanced facial identity memory when faces were angry. In general, memory for faces was not related to performance at encoding. However, in DP participants only, memory for sad faces was related to sadness recognition at encoding. The results suggest that the negative memory bias for faces in dysphoria does not generalise from long- to short-term memory.     

愤怒情绪对延迟折扣的影响：确定感和控制感的中介作用

本研究基于评估倾向理论, 通过3项实验考察了特定负性情绪(愤怒)对延迟折扣的影响, 并探究确定感和控制感评估倾向在这一关系中的作用。实验1考察愤怒情绪对延迟折扣的影响, 结果发现, 愤怒组被试的延迟满足倾向显著强于恐惧组和控制组。实验2采用实验因果链设计考察确定感和控制感评估倾向在愤怒情绪影响个体延迟折扣中的作用, 结果发现, 愤怒情绪可以有效增强个体的确定感和控制感(实验2a), 同时确定感和控制感能够增强个体的延迟满足倾向(实验2b)。实验3采用中介测量设计考察确定感和控制感评估倾向在愤怒情绪影响个体延迟折扣中的作用, 结果发现, 确定感和控制感评估倾向在愤怒情绪影响个体延迟折扣中起完全中介作用。本研究结果表明, 当个体进行跨期决策时, 体验到与确定感和控制感有关的偶然愤怒情绪会增强其延迟满足倾向。本研究对探究特定负性情绪对个体延迟折扣的影响具有一定的启示意义。