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What Other’s Disappointment May Do to Selfish People: Emotion and Social Value Orientation in a Negotiation Context
Gerben A. Van Kleef1*
and
Paul A. M. Van Lange2
1 University of Amsterdam
2 VU University Amsterdam and University of Leiden
* To whom correspondence should be addressed. E-mail: g.a.vankleef{at}uva.nl.
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Abstract |
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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.
First published on June 4, 2008, doi:10.1177/0146167208318402
Personality and Social Psychology Bulletin 2008;34:1084.
A more recent version of this article appeared on August 1, 2008
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