| Article ID | Journal | Published Year | Pages | File Type |
|---|---|---|---|---|
| 10468503 | Journal of Experimental Social Psychology | 2013 | 11 Pages |
Abstract
⺠Emotional inconsistency and unpredictability make recipients comply in negotiation. ⺠Emotional inconsistency induces recipients to concede more than express anger. ⺠This effect occurs because recipients feel less control. ⺠Emotional inconsistency was manipulated by alternating between emotions. ⺠The results speak to research on emotions and to theories on unpredictability.
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Authors
Marwan Sinaceur, Hajo Adam, Gerben A. Van Kleef, Adam D. Galinsky,