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...
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| Veröffentlicht in: | Journal of personality and social psychology 2011-09, Vol.101 (3), p.541-556 |
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| container_title | Journal of personality and social psychology |
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| creator | Filipowicz, Allan Barsade, Sigal Melwani, Shimul |
| description | 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. |
| doi_str_mv | 10.1037/a0023545 |
| format | Article |
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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.</description><identifier>ISSN: 0022-3514</identifier><identifier>EISSN: 1939-1315</identifier><identifier>DOI: 10.1037/a0023545</identifier><identifier>PMID: 21639649</identifier><identifier>CODEN: JPSPB2</identifier><language>eng</language><publisher>Washington, DC: American Psychological Association</publisher><subject>Adult ; Affectivity. Emotion ; Anger ; Anger - physiology ; Bargaining ; Biological and medical sciences ; Comprehension - physiology ; Consequence ; Emotional contagion ; Emotions ; Emotions - physiology ; Female ; Fundamental and applied biological sciences. Psychology ; Happiness ; Human ; Humans ; Impressions ; Interpersonal Relations ; Male ; Mediation ; Negotiating - psychology ; Negotiation ; Negotiations ; Personality. Affectivity ; Psychological effects ; Psychology. Psychoanalysis. Psychiatry ; Psychology. Psychophysiology ; Social Interaction ; Social interactions. Communication. 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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.</description><subject>Adult</subject><subject>Affectivity. Emotion</subject><subject>Anger</subject><subject>Anger - physiology</subject><subject>Bargaining</subject><subject>Biological and medical sciences</subject><subject>Comprehension - physiology</subject><subject>Consequence</subject><subject>Emotional contagion</subject><subject>Emotions</subject><subject>Emotions - physiology</subject><subject>Female</subject><subject>Fundamental and applied biological sciences. Psychology</subject><subject>Happiness</subject><subject>Human</subject><subject>Humans</subject><subject>Impressions</subject><subject>Interpersonal Relations</subject><subject>Male</subject><subject>Mediation</subject><subject>Negotiating - psychology</subject><subject>Negotiation</subject><subject>Negotiations</subject><subject>Personality. Affectivity</subject><subject>Psychological effects</subject><subject>Psychology. Psychoanalysis. Psychiatry</subject><subject>Psychology. Psychophysiology</subject><subject>Social Interaction</subject><subject>Social interactions. Communication. 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Emotion</topic><topic>Anger</topic><topic>Anger - physiology</topic><topic>Bargaining</topic><topic>Biological and medical sciences</topic><topic>Comprehension - physiology</topic><topic>Consequence</topic><topic>Emotional contagion</topic><topic>Emotions</topic><topic>Emotions - physiology</topic><topic>Female</topic><topic>Fundamental and applied biological sciences. Psychology</topic><topic>Happiness</topic><topic>Human</topic><topic>Humans</topic><topic>Impressions</topic><topic>Interpersonal Relations</topic><topic>Male</topic><topic>Mediation</topic><topic>Negotiating - psychology</topic><topic>Negotiation</topic><topic>Negotiations</topic><topic>Personality. Affectivity</topic><topic>Psychological effects</topic><topic>Psychology. Psychoanalysis. Psychiatry</topic><topic>Psychology. Psychophysiology</topic><topic>Social Interaction</topic><topic>Social interactions. Communication. 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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.</abstract><cop>Washington, DC</cop><pub>American Psychological Association</pub><pmid>21639649</pmid><doi>10.1037/a0023545</doi><tpages>16</tpages></addata></record> |
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| subjects | Adult Affectivity. Emotion Anger Anger - physiology Bargaining Biological and medical sciences Comprehension - physiology Consequence Emotional contagion Emotions Emotions - physiology Female Fundamental and applied biological sciences. Psychology Happiness Human Humans Impressions Interpersonal Relations Male Mediation Negotiating - psychology Negotiation Negotiations Personality. Affectivity Psychological effects Psychology. Psychoanalysis. Psychiatry Psychology. Psychophysiology Social Interaction Social interactions. Communication. Group processes Social psychology Transitions Young Adult |
| title | Understanding Emotional Transitions: The Interpersonal Consequences of Changing Emotions in Negotiations |
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