Intrapersonal Emotional Responses to the Inquiry and Advocacy Modes of Interaction: A Psychophysiological Study

Abstract

In negotiations and group decision making we can use two characteristically different interaction modes: inquiry and advocacy. Inquiry refers to an interested and explorative interaction mode, and advocacy to an assertive and narrow mode. Although these modes have been studied in organizational behavior literature, the intrapersonal emotional responses to the inquiry and advocacy modes remain yet unexplored. We explored intrapersonal emotions by facial electromyography and skin conductance responses and by emotional empathy self-reports. The subjects were prompted to adopt the two modes in hypothetical encounters with another person. We found that Duchenne smiles were specific to the inquiry mode, that emotional arousal showed specificity to the expressions, and that emotional empathy predicts expressiveness in the inquiry treatment. We discuss the implications of these results to the use of the interaction modes and the related possibilities of influencing group interaction by influencing one's own internal emotional state in group decisions.

Emotional Intervention and Education System Construction for Rural Children Based on Semantic Analysis

“…The ability of emotion regulation mainly refers to the ability to accept various emotions with an open attitude, the ability to experience and reflect emotions, the ability to immerse or delay certain emotions according to the information obtained, and the ability to adjust one's own and others' emotions [ 42 , 43 ].…”

Multicriteria Methods for Group Decision Processes: An Overview

“…Furthermore, advances in neuroscience help understand cognitive and emotional phenomena related to group decision-making. For example, methods of neuroscience have been recently employed to study the inquiry and advocacy modes as well as related emotions in group decisionmaking (Leppänen et al 2018). Roselli et al (2019) used neuroscience methods to inform the development of data visualizations.…”

“…• Socio-emotional phenomena: Human decision-making is an emotional process, and group behavior is strongly driven by socio-emotional dynamics (Faure et al 1990;Leppänen et al 2018;Martinovsky 2015). See also Martinovski (2020) and Filzmoser (2020).…”

Participatory modelling and systems intelligence: A systems-based and transdisciplinary partnership

“…An example might be for the facilitator to say, "So you're agreeing to take that report on?" This can be combined with a spirit of inquiry throughout the exercise by showing interest in other points of views and asking questions to clarify and to explore different possibilities [84]. Such inquiry or curiosity invites stakeholders to own the next actions and promotes the dialogue needed to make it happen.…”