Unfairness, Anger, and Spite: Emotional Rejections of Ultimatum Offers

This paper addresses an anomaly in experimental economics, the rejection of ultimatum offers, and uses a psychological explanation for this essentially economic event. The wounded pride/spite model predicts that informed, knowledgeable respondents may react to small ultimatum offers by perceiving them as unfair, feeling anger, and acting spitefully. Results of a large scale experiment support the model, showing that rejections were most frequent when respondents could evaluate the fairness of their offers and attribute responsibility to offerers. In addition, anger was a better explanation of the rejections than perceptions that the offers were unfair. The discussion addresses the rarely studied but frequently observed emotions that negotiations provoke.     

Disappointed in you, angry about your offer: Distinct negative emotions induce concessions via different mechanisms

Does it help or hurt to communicate negative emotions in bargaining? In this article, we propose that behavioral effects are dependent on the type of negative emotion that is communicated and whether such emotions are directed at the offer or the person. We show that the two negative emotions anger and disappointment have opposing effects in negotiations: anger pays when it is directed at the offer, but disappointment pays when it is directed at the person. Offer-directed anger elicits higher offers than person-directed anger, because people infer higher limits from opponents who communicate offer-directed anger. Person-directed disappointment elicits higher offers in others than offer-directed disappointment, because it evokes higher feelings of guilt. Our findings thus show that the interpersonal effects of anger and disappointment in negotiation depend critically on the target of the emotion, and that their effects can be explained by different processes.     

Anger at unfairness: is it moral outrage?

Anger at unfair treatment has been called moral outrage. However, moral outrage—anger at the violation of a moral standard—should be distinguished from personal anger at being harmed and empathic anger at seeing another for whom one cares harmed. Across a preliminary experiment and a main experiment, both designed to manipulate the appraisal conditions for these three forms of anger, we found evidence of personal anger and empathic anger, but little evidence of moral outrage. Participants perceived unfair treatment of another, even another for whom they had not been induced to feel empathy, to be as unfair as participants perceived unfair treatment of themselves. But the appraisal conditions that evoked anger were unfair treatment of self and unfair treatment of a cared-for other, not unfairness per se. In the absence of empathic concern, unfair treatment of another evoked little anger. Possible implications for understanding moral emotion and moral motivation are suggested. Copyright © 2007 John Wiley & Sons, Ltd.     

Another Search for the “Hot” Cognitions: Appraisal, Irrational Beliefs, Attributions, and Their Relation to Emotion

One study examined the hypothesized status of appraisal and irrational beliefs relative to attributions, as proximal antecedents of emotion. In our study, which looked at 4 pairs of functional and dysfunctional negative emotions (i.e., concern/anxiety, sadness/depression, remorse/guilt, annoyance/anger), undergraduates (N = 120) reported on their attributions, appraisal, irrational beliefs, and emotions during past encounters associated with various negative events. Congruent with both Smith and Lazarus' (1993) appraisal theory and Ellis' (1994) cognitive theory of emotion, the results of this study indicate that the emotions (both functional and dysfunctional negative emotions) were more directly associated with appraisal and with irrational beliefs (dysfunctional negative emotions only) than they were with attributions. Also, irrational beliefs were strongly associated with appraisal; while demandingness (DEM) was associated more with primary appraisal, awfulizing/catastrophizing, low frustration tolerance, and global evaluation of human worth (including self-downing) were associated more with secondary appraisal. Dysfunctional emotions seem to involve primary appraisal associated with DEM while functional emotions involve primary appraisal associated with preferences. These findings lend to support the status of appraisal and irrational beliefs as the proximal cognitive antecedents of emotion and the status of irrational beliefs as a differencing factor between functional and dysfunctional emotions.     

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.     

On motivational influences,moving beyond valence,and integrating dimensional and discrete views of emotion

ABSTRACT

The field of cognition and emotion has grown considerably over the past 30 years, with an increased emphasis on the relationships between emotional and motivational components and how they contribute to basic perceptual, cognitive, and neural processes. For instance, research has revealed that emotion often influences these processes via emotion’s relationship with motivational dimensions, as when positive emotions low versus high in approach motivational intensity have different influences on attentional and other cognitive processes. Research has also revealed that motivational direction (approach vs. withdrawal) and affective valence (positive vs. negative) are not as closely related as once was theorised; that is, positive affect is not inevitably associated with approach motivation and negative affect is not inevitably associated with withdrawal motivation. These and other lines of research with anger have suggested that the field needs to move beyond a focus on affective valence and it needs to consider an integration of dimensional and discrete models of emotion. The article also includes some suggestions for improving methods of measuring and inducing emotions and some recommendations for future researchers.     

Effects of approach and withdrawal motivation on interactive economic decisions

Although recent economic models of human decision making have recognised the role of emotion as an important biasing factor, the impact of incidental emotion on decisions has remained poorly explored. To address this question, we jointly explored the role of emotional valence (i.e., positive vs. negative) and motivational direction (i.e., approach vs. avoidance) on performance in a well-known economic task, the Ultimatum Game. Participants had to either accept or reject monetary offers from other players, offers that vary in their degree of unfairness. A main effect of motivational direction, but not valence, was observed, with withdrawal-based emotion (disgust and serenity) prompting more rejections relative to approach-based emotion (anger and amusement) and a neutral state. These results further confirm that subtle incidental moods can bias decision making, and suggest that motivational state may be a useful framework to study such decisions. Implications with regard to emotion, cognitive neuroscience, and clinical psychology are discussed.     

Behavioural consequences of regret and disappointment in social bargaining games

Previous research on the role of negative emotions in social bargaining games has focused primarily on social emotions such as anger and guilt. In this article, we provide a test for behavioural differences between two prototypical decision-related negative emotions-regret and disappointment-in one-shot social dilemma games. Three experiments with two different emotion-induction procedures (autobiographical recall and imagined scenarios) and two different games (the ultimatum game and the 10-coin give-some game) revealed that regret increased prosocial behaviour, whereas disappointment decreased prosocial behaviour. These results extend previous findings concerning differences between regret and disappointment to interdependent (social) situations.     

Negative affect varying in motivational intensity influences scope of memory

Emotions influence cognitive processes involved in memory. While some research has suggested that cognitive scope is determined by affective valence, recent models of emotion–cognition interactions suggest that motivational intensity, rather than valence, influences these processes. The present research was designed to clarify how negative affects differing in motivational intensity impact memory for centrally or peripherally presented information. Experiments 1 & 2 found that, relative to a neutral condition, high intensity negative affect (anger) enhances memory for centrally presented information. Experiment 3 replicated this effect using another high intensity negative affect (threat). Experiment 4 extended this by finding that, relative to a neutral condition, low intensity negative affect (sadness) enhanced memory for peripherally presented information. Finally, in Experiment 5, the effects of sadness and threat on scope of memory were directly compared, finding that threat narrowed scope of memory, while sadness broadened scope of memory. Together, these results provide additional support for the motivational dimensional model of cognitive scope, in that high intensity emotions narrow cognitive scope, while low intensity emotions broaden cognitive scope.     

Blocking incidental frustration during bargaining

The current study examined the effects of an intervention aimed at blocking the transfer of frustration from a previous experience (i.e. recall task) to a subsequent and unrelated task (i.e. ultimatum bargaining task). Participants who went through the intervention were more likely to accept unfair offers in the ultimatum bargaining task than those who did not go through the intervention. These results show that participants who were blocked from transferring their feelings of frustration from the recall task to the subsequent bargaining task (no-transfer condition) more likely accepted unfair offers than those who inadvertently transferred their feelings of frustration (transfer condition). The effect of conditions on accept-reject decisions in the ultimatum bargaining was mediated by reported feelings of frustration.     

Lex talionis: Testosterone and the law of retaliation

Research examining both the organizing and activating effects of testosterone in one-shot bargaining contexts has been vexed by inconsistencies. Some research finds that high-testosterone men are more likely to reject unfair offers in an ultimatum game and exogenous administration of testosterone to men leads to less generous offers. In contrast, other research finds that higher prenatal exposure to testosterone predicts more generous dictator game offers and administering testosterone to women leads to more generous ultimatum game offers. The current research seeks to resolve these inconsistencies by examining how the organizing effects of testosterone affect bargaining behavior. Because testosterone is associated with status seeking and concerns with social reputation, we hypothesized that testosterone would predict aggressive bargaining but only after provocation. Two studies found that prenatal testosterone exposure, as measured by 2D:4D ratio, led to aggressive responses for both males and females, but only after they received unfair offers. Furthermore, perceptions of fairness violations moderated but did not mediate the effect of testosterone on retributional responding. These results suggest that the organizing effects of testosterone have consistent effects on bargaining behavior for both males and females but its predictive ability requires some form of provocation to emerge.     

Emotions in Advice Taking: The Roles of Agency and Valence

Recently, advice taking has received attention in decision‐making research, and some studies suggest that emotions may play a role in this process. Yet a clear account of how emotions influence advice taking is lacking. The current research introduces a parsimonious explanation by suggesting that such effects can be predicted on the basis of two emotion dimensions: valence (positivity or negativity) and agency (self‐focused versus other‐focused). In five experiments with different emotion inductions and different measures for advice taking, the effects of positive emotions such as gratitude and pride and of negative emotions such as anger and shame on advice taking were studied. The findings reveal that emotion valence and agency exert an influence on advice taking and that this interaction effect is mediated by the perceived ability of the advisor. Together, these findings provide a unique theoretical and empirical contribution to our understanding of emotions in advice taking. Copyright © 2013 John Wiley & Sons, Ltd.     

Can implicit appraisal concepts produce emotion-specific effects? A focus on unfairness and anger

This research examined whether the non-conscious activation of an implicit appraisal concept could affect responses associated with the corresponding emotion as predicted by appraisal theories. Explicit and implicit emotional responses were examined. We focused on implicit unfairness and its effect on anger. The results show that subliminal activation of implicit unfairness affected implicit anger responses (anger facial expression and latency responses to anger words) but not explicit anger feelings (i.e., reported anger). The non-conscious effect of implicit unfairness was specific to anger, as no effect on sadness, fear, and guilt was found.     

Combining Emotion Appraisal Dimensions and Individual Differences to Understand Emotion Effects on Gift Giving

Multiple studies have revealed that emotion appraisal dimensions can predict the effects of emotions on decision making. For example, givers' intention to buy gifts depends on whether they feel positive or negative (valence) and on whether the feeling is caused by the givers themselves or by gift receivers (agency). However, there is little understanding of how the effects of such appraisal dimensions might depend on individual characteristics. The current research addresses this gap by studying the interaction effects of emotions and individual characteristics on gift giving. Study 1 demonstrates that emotion effects on gift‐giving behavior are explained by two things: the cause of those emotions (self or others, agency) and whether those emotions are positive or negative (valence). Moreover, four studies reveal that these effects depend on the givers' interpersonal orientation. For high interpersonally oriented givers, who care mostly about interpersonal relationships, emotion effects on gift giving depend on both valence and agency. In contrast, for low interpersonally oriented givers, who care mostly about their own gains, emotion effects on gift giving depend only on valence. Together, these findings suggest that although a focus on appraisal dimensions can be useful, individual characteristics should also be taken into account when trying to understand emotion effects on gift giving, in particular, and on decision making, in general. Copyright © 2016 John Wiley & Sons, Ltd.     

Personality Influences in Appraisal–Emotion Relationships: The Role of Neuroticism

ABSTRACT Although appraisal theorists have pointed out that appraisal–emotion relationships should vary as a function of personality traits, evidence demonstrating this is limited and inconsistent. To examine this issue, Ecological Momentary Assessment was employed in which undergraduates indicated their negative emotions and appraisals at regular intervals for 2 days in natural contexts. The results revealed that individuals higher in Neuroticism showed more negative appraisal styles than those lower in Neuroticism. More important, higher Neuroticism was associated with stronger appraisal–emotion relationships of 4 negative emotions (anger, sadness, fear, and guilt). These findings imply that Neuroticism affects not only how people appraise their environments but also the reactivity of their negative emotions to appraisals.     

The social face of emotion recognition: Evaluations versus stereotypes

The goal of the present paper was to demonstrate the influence of general evaluations and stereotype associations on emotion recognition. Earlier research has shown that evaluative connotations between social category members and emotional expression predict whether recognition of positive or negative emotional expressions will be facilitated (e.g. Hugenberg, 2005). In the current paper we tested the hypothesis that stereotype associations influence emotion recognition processes, especially when the difference between valences of emotional expressions does not come into play. In line with this notion, when participants in the present two studies were asked to classify positive versus negative emotional expressions (i.e. happy versus anger, or happy versus sadness), valence congruency effects were found. Importantly, however, in a comparative context without differences in valence in which participants were asked to classify two distinct negative emotions (i.e. anger versus sadness) we found that recognition facilitation occurred for stereotypically associated discrete emotional expressions. With this, the current results indicate that a distinction between general evaluative and cognitive routes can be made in emotion recognition processes.     

Investigating the Appraisal Patterns of Regret and Disappointment

Regret and disappointment are the two emotions that are most closely linked to decision making. This study compares the appraisal patterns of the two emotions. This is done in the context of the related negative emotions anger and sadness. The results show clear differences between regret and disappointment in this respect while replicating prior findings concerning the appraisal patterns of anger and sadness. The results are of interest for emotion researchers and decision researchers.     

Gut feelings and the reaction to perceived inequity: The interplay between bodily responses, regulation, and perception shapes the rejection of unfair offers on the ultimatum game

It has been robustly demonstrated using the ultimatum game (UG) that individuals frequently reject unfair financial offers even if this results in a personal cost. One influential hypothesis for these rejections is that they reflect an emotional reaction to unfairness that overrides purely economic decision processes. In the present study, we examined whether the interplay between bodily responses, bodily regulation, and bodily perception ("interoception") contributes to emotionally driven rejection behavior on the UG. Offering support for bodily feedback theories, interoceptive accuracy moderated the relationship between changes in electrodermal activity to proposals and the behavioral rejection of such offers. Larger electrodermal responses to rejected relative to accepted offers predicted greater rejection in those with accurate interoception but were unrelated to rejection in those with poor interoception. Although cardiovascular responses during the offer period were unrelated to rejection rates, greater resting heart rate variability (linked to trait emotion regulation capacity) predicted reduced rejection rates of offers. These findings help clarify individual differences in reactions to perceived unfairness, support previous emotion regulation deficit accounts of rejection behavior, and suggest that the perception and regulation of bodily based emotional biasing signals ("gut feelings") partly shape financial decision making on the UG.     

情绪对延迟折扣的影响：现状、机制与展望

延迟折扣研究领域日益重视情绪的影响作用。本文基于三类研究取向对情绪与延迟折扣关系研究进行了回顾。情绪效价和唤醒度均影响延迟折扣,但是研究结果并不一致;具体情绪类型不同,其对延迟折扣影响也存在差异。除此之外,本文就情绪信息理论、情绪动机维度理论和评估倾向理论如何解释延迟折扣进行了详细阐述。未来的研究需要进一步深入考察情绪影响延迟折扣的认知神经机制,从而为延迟折扣的负性情绪效应的干预提供可靠的科学依据。     

负性情绪抑制对社会决策行为的影响

利用心理生理实验法, 通过将情绪抑制操作引入最后通牒博弈实验范式, 探讨负性情绪抑制的主观情绪体验、生理反应及其对社会决策行为的影响。以40名大学生为被试, 采用MP150型16导生理记录仪记录皮肤电反应和心率。实验为2 (组别：情绪抑制组、自然观看组) × 2 (性别：男、女) × 2 (博弈对手：人、计算机) × 4 (分配方案：￥5：￥5、￥7：￥3、￥8：￥2、￥9：￥1)的混合设计, 其中组别和性别为被试间因素, 博弈对手和分配方案为被试内因素。结果发现：(1)对负性情绪进行抑制没有减少被试相应的主观体验, 情绪抑制使皮肤电反应性增强; (2)负性情绪抑制的主观体验和生理反应不存在性别差异; (3)在面对不公平的分配方案时, 情绪抑制组被试比自然观看组更倾向于拒绝接受。结果表明在最后通牒博弈中,情绪抑制影响回应者的行为反应,使他们更倾向于做出不理智的决策。