Emotional Deception in Negotiation

Kang, Polly; Schweitzer, Maurice E.

doi:10.1016/j.obhdp.2022.104193

Cited by 8 publications

(2 citation statements)

References 59 publications

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“…But if hospitals began to avoid assigning streaks of harder behaviors to the same nurse — by reordering patients’ appointments and/or by reassigning nurses to different patients — they could substantially reduce burnout and quitting among nurses. Insights from the streak-end rule may be useful in other contexts as well; for example, streaks and ends may be especially important within long and emotionally contentious negotiations ( 55 ), when policies are implemented over time ( 56 ), or in cases where multiple outcomes ( 57 ) or multiple attributes ( 58 ) could be evaluated sequentially. Future research should examine whether and how experience might moderate “streak effects” and “end effects.” Future research should also investigate how good people are at understanding and using the streak-end rule when trying to influence others in desired directions ( 23 , 24 , 26 ).…”

Section: Discussionmentioning

confidence: 99%

The streak-end rule: How past experiences shape decisions about future behaviors in a large-scale natural field experiment with volunteer crisis counselors

Kang

Daniels

Schweitzer

2022

Proc. Natl. Acad. Sci. U.S.A.

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Decisions about future behaviors are clearly shaped by the content of past experiences, but whether the order of past experiences matters remains controversial. By analyzing the largest field experiment about prosocial behavior to date, a natural field experiment involving 14,383 volunteer crisis counselors over five years, we examine how the content and order of past experiences causally influence decisions about future behaviors — whether individuals continue volunteering or quit. Volunteers were repeatedly and randomly assigned to perform 1,976,649 prosocial behaviors that were either harder (suicide conversations) or easier (non-suicide conversations). We found that the content of past experiences mattered: Harder (versus easier) behaviors encouraged quitting. However, the order of past experiences mattered far beyond their content alone: Harder behaviors caused disproportionately more quitting if they came in long “streaks” or at the “end.” These “streak”/“end” effects reveal important practical insights for leaders and policymakers seeking to boost prosocial behavior. For instance, a reordering intervention — assigning behaviors so as to avoid creating hard “streaks” — would reduce volunteer quitting rates by at least 22%, boosting prosocial behavior and likely saving lives.

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Section: Discussionmentioning

confidence: 99%

The streak-end rule: How past experiences shape decisions about future behaviors in a large-scale natural field experiment with volunteer crisis counselors

Kang

Daniels

Schweitzer

2022

Proc. Natl. Acad. Sci. U.S.A.

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“…However, inauthentic strategies seem likely to be generally maladaptive. Even if inauthentic strategies achieve proximate affective goals, they lead others to question one's intentions (Kang & Schweitzer, 2022) and because of this they are unlikely to contribute to longer‐term goals or the development of meaningful relationships, which is a major struggle for those higher in the Dark Triad (Bloxsom et al., 2021; Brewer et al., 2018) and neuroticism (Harris & Vazire, 2016; Kreuzer & Gollwitzer, 2022).…”

Section: How Might Individual Differences Shape Interpersonal Emotion...mentioning

confidence: 99%

Individual differences in interpersonal emotion regulation: What makes some people more (or less) successful than others?

Niven,

Hughes,

Tan

et al. 2024

Social & Personality Psych

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People vary in the effectiveness with which they can change the way that others feel, yet we know surprisingly little about what drives these individual differences in interpersonal emotion regulation success. This paper provides a framework for describing ‘success’ in interpersonal emotion regulation and synthesizes extant theory and research regarding how personality and cognitive ability relate to interpersonal emotion regulation success. In doing so, our review brings together work from several related fields to offer an integrative framework to generate and guide future research that aims to understand why some people are proficient at influencing the emotions of others and why some are not, often suffering additional unintended consequences, such as diminished work or relationship success.

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Evaluating Negotiators Who Deceptively Communicate Anger or Happiness: On the Importance of Morality, Sociability, and Competence

Ye,

Lelieveld,

van Dijk

2024

J Bus Ethics

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Research has shown that negotiators sometimes misrepresent their emotions, and communicate a different emotion to opponents than they actually experience. Less is known about how people evaluate such negotiation tactics. Building on person perception literature, we investigated in three preregistered studies (N = 853) how participants evaluate negotiators who deceptively (vs. genuinely) communicate anger or happiness, on the dimensions of morality, sociability, and competence. Study 1 employed a buyer/seller setting, Studies 2 and 3 employed an Ultimatum Bargaining Game (UBG). In all studies, participants learned a negotiator’s (the target’s) experienced and communicated emotions (anger or happiness), before evaluating the target. Across studies, targets were evaluated lower on morality if they deceptively (vs. genuinely) communicated anger or happiness. Notably, negotiators deceptively communicating anger were evaluated lower on morality and sociability but higher on competence than those deceptively communicating happiness. Studies 2 and 3 investigated behavioral consequences by examining whether in a future negotiation participants chose the target to be their opponent or representative. Results showed that for opponents, participants preferred targets who genuinely communicated happiness (vs. anger), which was associated with their perceived morality or sociability. For representatives, participants not only preferred targets who had genuinely communicated happiness (vs. anger), but also targets who had deceptively communicated anger (vs. happiness), which was associated with their perceived competence. These findings show that when evaluating deceptive (vs. genuine) communication strategies, people distinguish between morality, sociability, and competence. The importance they attach to these dimensions is also contingent on the behavioral decisions they face.

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Emotional Deception in Negotiation

Cited by 8 publications

References 59 publications

The streak-end rule: How past experiences shape decisions about future behaviors in a large-scale natural field experiment with volunteer crisis counselors

The streak-end rule: How past experiences shape decisions about future behaviors in a large-scale natural field experiment with volunteer crisis counselors

Individual differences in interpersonal emotion regulation: What makes some people more (or less) successful than others?

Evaluating Negotiators Who Deceptively Communicate Anger or Happiness: On the Importance of Morality, Sociability, and Competence

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