Fairness and Emotions: Reactions to the Process and Outcomes of Negotiations

Hegtvedt, Karen A.; Killian, Caitlin

doi:10.2307/3005797

Cited by 84 publications

(63 citation statements)

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“…Anger was highest when the outcome was unfavourable and the procedure was biased against the participant. Guilt was highest when the outcome was favourable and the procedure was biased in favour of the participant, and pride seemed highest whenever the outcome was favourable (for similar findings see Hegtvedt & Killian, 1999;Krehbiel & Cropanzano, 2000). van den Bos (2003) argued that it is not uncommon for people forming justice judgments to rely on how they feel about the events they have encountered.…”

Section: Introductionmentioning

confidence: 53%

Procedural justice and compliance behaviour: the mediating role of emotions

Murphy

Tyler

2008

Euro J Social Psych

190

171

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Procedural justice researchers have consistently found that if authorities treat people with trust, fairness, respect and neutrality, people will not only be more willing to cooperate with authorities, but they will also be more likely to comply with authority decisions and rules. New research in this area has gone on to explore the role that emotions play in response to procedural justice and injustice. What this new research has neglected to do, however, is examine whether emotions mediate the effect of procedural justice on subsequent compliance behaviour in real life settings. Using longitudinal survey data collected in two real-life contexts (Study 1: a taxation dispute (N ¼ 652), and Study 2: workplaces (N ¼ 2366)), the present study will show that perceptions of procedural justice influence the emotions experienced by people, but more importantly these emotional reactions (i.e. anger and happiness) mediate the effect of justice on subsequent compliance behaviour. In other words, it is these positive and negative emotional reactions to perceived justice or injustice that go on to predict who will and will not comply with authority decisions and rules.

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Section: Introductionmentioning

confidence: 53%

Procedural justice and compliance behaviour: the mediating role of emotions

Murphy

Tyler

2008

Euro J Social Psych

190

171

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“…Researchers in negotiations have increasingly examined the importance of subjective outcomes that describe the quality of the interpersonal experience, as a complement to financial or objective rewards (e.g., Hegtvedt & Killian, 1999;Naquin & Paulson, 2003). At the same time that value can be created in terms of objective outcomes such as salary and benefits, value in negotiations can also be created by how the negotiators feel about the negotiation outcomes.…”

Section: Hypothesis Developmentmentioning

confidence: 99%

“…The ability of high EI individuals to understand the emotions of others can help contribute to the awareness of whether the negotiation partner is satisfied with the options created and whether the interests of the other side are met. Understanding the subtle communication cues, and the maintenance of composure and a positive problem-solving attitude during an often-difficult process, are factors that benefit the creation of joint objective value (Hegtvedt & Killian, 1999;Naquin & Paulson, 2003).…”

Section: Hypothesis Developmentmentioning

confidence: 99%

Emotional Intelligence and Negotiation: The Tension Between Creating and Claiming Value

Foo

Elfenbein

Tan

et al. 2004

International Journal of Conflict Management

116

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“…For example, in a laboratory work simulation, Hegtvedt and Killian (1999) found that rising pay increased pay satisfaction but at the price of guilt over unfairness to the other worker.…”

Section: Non-relational Influences On Procedural Justicementioning

confidence: 99%

VOICE, CONTROL, AND BELONGING: The Double-Edged Sword of Procedural Fairness

MacCoun

2005

Annu. Rev. Law. Soc. Sci.

270

139

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Abstract:The procedural justice literature has grown enormously since the early work of Thibaut and Walker in the 1970s. Since then, the finding that citizens care enormously about the process by which outcomes are reached -even unfavorable outcomes -has been replicated using a wide range of methodologies (including panel surveys, psychometric work, and experimentation), cultures (throughout North America, Europe, and Asia), and settings (including tort litigation, policing, taxpayer compliance, support for public policies, and organizational citizenship). We have learned a great deal about the antecedents and consequences of these judgments. In particular, the work of Tom Tyler and Allan Lind and their colleagues suggests that people care about voice, dignity, and respect for relational and symbolic rather than (or in addition to) instrumental reasons. This has benevolent implications for governance and social cooperation, but also some troubling implications, leaving people susceptible to manipulation and exploitation.

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Fairness and Emotions: Reactions to the Process and Outcomes of Negotiations

Cited by 84 publications

References 0 publications

Procedural justice and compliance behaviour: the mediating role of emotions

Procedural justice and compliance behaviour: the mediating role of emotions

Emotional Intelligence and Negotiation: The Tension Between Creating and Claiming Value

VOICE, CONTROL, AND BELONGING: The Double-Edged Sword of Procedural Fairness

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