Personality and Social Psychology Bulletin

 

Advanced Search

Journal Navigation

Journal Home

Subscriptions

Archive

Contact Us

Table of Contents

Free Access - Register Here

Sign In to gain access to subscriptions and/or personal tools.
This Article
Right arrow Full Text (PDF)
Right arrow All Versions of this Article:
0146167208318402v1
34/8/1084    most recent
Right arrow References
Right arrow Alert me when this article is cited
Right arrow Alert me if a correction is posted
Right arrow Citation Map
Services
Right arrow Email this article to a friend
Right arrow Similar articles in this journal
Right arrow Similar articles in PubMed
Right arrow Alert me to new issues of the journal
Right arrow Add to Saved Citations
Right arrow Download to citation manager
Right arrowRequest Permissions
Right arrow Request Reprints
Right arrow Add to My Marked Citations
Google Scholar
Right arrow Articles by Van Kleef, G. A.
Right arrow Articles by Van Lange, P. A. M.
PubMed
Right arrow PubMed Citation
Right arrow Articles by Van Kleef, G. A.
Right arrow Articles by Van Lange, P. A. M.
Social Bookmarking
Add to CiteULike   Add to Connotea   Add to Del.icio.us   Add to Digg   Add to Reddit   Add to Technorati  
What's this?
This version was published on August 1, 2008
Personality and Social Psychology Bulletin, Vol. 34, No. 8, 1084-1095 (2008)
DOI: 10.1177/0146167208318402

What Other's Disappointment May Do to Selfish People: Emotion and Social Value Orientation in a Negotiation Context

Gerben A. Van Kleef

University of Amsterdam, g.a.vankleef{at}uva.nl

Paul A. M. Van Lange

VU University Amsterdam and University of Leiden

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.

Key Words: emotion • disappointment • social value orientation • negotiation


Add to CiteULike CiteULike   Add to Connotea Connotea   Add to Del.icio.us Del.icio.us   Add to Digg Digg   Add to Reddit Reddit   Add to Technorati Technorati    What's this?