What other's disappointment may do to selfish people: emotion and social value orientation in a negotiation context.

Full Abstract

The authors examined whether individual differences in social value orientation moderate responses to other's expressions of disappointment in negotiation. The literature suggested competing hypotheses:
First, prosocials are more responsive to other's disappointment because they have a greater concern for other; second, proselfs are more responsive because they see other's disappointment as a threat to their own outcomes. Results of a computer-mediated negotiation in which a simulated opponent expressed disappointment, no emotion, or anger supported the second prediction:
Proselfs conceded more to a disappointed opponent than to a neutral or angry one, whereas prosocials were unaffected by the other's emotion. This effect was mediated by participants' motivation to satisfy the other's needs, which disappointment triggered more strongly in proselfs than in prosocials. Implications for theorizing on emotion, social value orientation, and negotiation are discussed.

Learn Faster Today Improve your study skills

Author information

Author/s: Van Kleef, Gerben A (GA); Van Lange, Paul A M (PA);

Affiliation: University of Amsterdam. g.a.vankleef(-atsign-)uva.nl

Journal and publication information

Publication Type: Journal Article; Research Support, Non-U.S. Gov't

Journal: Personality and social psychology bulletin (Pers Soc Psychol Bull), published in United States. (Language: eng)

Reference: 2008-Aug; vol 34 (issue 8) : pp 1084-95

Dates: Created 2008/07/02; Completed 2008/09/03;

PMID: 18524971, status: MEDLINE (last retrieval date: 11/6/2008)

Sourced from the National Library of Medicine. Abstract text and other information may be subject to copyright.

External Links for this article (including full text providers, if available):

Click Electronic Full-text Provider Links to see options for finding the electronic full text links to this article. Note there may be a subscription or fee required for access to the full text. See our FAQ for information on finding FREE full text articles.

This article may also be located in paper journal collections available in many libraries. Use the Journal and Publication Information above to find the full article.

MeSH headings (categories)

This article was linked to the MESH Headings shown below.

These are the highest related articles currently in the database:

See 100+ related articles.