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The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes

van Kleef, Gerben A.; De Dreu, Carsten K. W.; Manstead, … - 2003

How do emotions affect the opponent's behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness. In Study 1 participants received information about the emotion (anger vs. happiness vs. no emotion) of their (fake) opponent. Participants with an angry...

Persistent link: https://www.econbiz.de/10014118988

Understanding the positive and negative effects of emotional expressions in organizations : EASI does it

Kleef, Gerben A. van - In: Human relations 67 (2014) 9, pp. 1145-1164

Persistent link: https://www.econbiz.de/10010407858

The interpersonal effects of emotion intensity in customer service : perceived appropriateness and authenticity of attendants' emotional displays shape customer trust and satisfaction

Cheshin, Arik; Amit, Adi; Kleef, Gerben A. van - In: Organizational behavior and human decision processes : … 144 (2018), pp. 97-111

Persistent link: https://www.econbiz.de/10011843755

When expressions of fake emotions elicit negative reactions : the role of observers' dialectical thinking

Hideg, Ivona; Kleef, Gerben A. van - In: Journal of organizational behavior : OB ; the internat. … 38 (2017) 8, pp. 1196-1212

Persistent link: https://www.econbiz.de/10011821684

When happiness pays in negotiation : the interpersonal effects of "exit option" ; directed emotions

Pietroni, Davide; Van Kleef, Gerben A.; Rubaltelli, Enrico - In: Mind & society : adaptive behaviours under risk and … 8 (2009) 1, pp. 77-92

Persistent link: https://www.econbiz.de/10003941355