We investigated whether 20 emotional states, reported by 170 participants after participating in a Trust game, were experienced in a patterned way predicted by the “Recalibrational Model” or Valence Models. According to the Recalibrational Model, new information about trust-based interaction...

This study examined the influence of anger and compassion, two discrete emotions that differ in valence and appraisals, on negotiators’ interaction goals through trust and distrust, two related, but functionally distinct constructs. Findings showed that the influence of anger (a negative...

This paper explores the impact of emotions on identity. In organizational settings, displays of negative (e.g., anger or sadness) and positive (e.g., happiness or joy) emotions, whether authentic or feigned, can be counterproductive to negotiated task and relational outcomes (e.g., Allred,...

One's own emotions may influence someone else's behavior in a social interaction. If one believes this, s/he has an incentive to game emotions-to strategically modify the expression of a current emotional state-in an attempt to influence her/his counterpart. In a series of three experiments,...