We examine framing effects in nudging honesty, in the spirit of the growing norm-nudge literature, by utilizing a high-powered and pre-registered study. Across four treatments, participants received one random truthful norm-nudge that emphasized 'moral suasion' based on either what other...

Emotions play an important role in coordinating social interaction in general, and conflict and negotiation in particular. In the last decade, traditional research on the intrapersonal effects of emotions has been complemented by a growing focus on interpersonal effects. Emotions that a...

In two experiments we investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research has focused on the informational inferences bargainers make following emotions, we emphasize the importance of the affective reactions to others’ emotions. Our...

Intergroup conflict presents a complicated situation, in which resolution success depends largely on representative negotiators' motivation to process large quantities of information. Four intergroup negotiation experiments demonstrate that such information processing motivation is shaped by the...

Followers sometimes perform better when their leader expresses anger and sometimes when the leader expresses happiness. We propose that this inconsistency can be solved by considering potential conflict between leader emotions and follower social-relational goals, operationalized in terms of...

Power is an inherent characteristic of social and organizational life, yet little is known about how power differences shape conflict resolution in organizational teams. In this paper, we investigate the effect of team power structures (including the power distance between members in a team as...

Negotiators often concede to angry partners. But what happens when they meet again? The reputation spill-over hypothesis predicts that negotiators demand less from a partner who had expressed anger during a previous negotiation, because they perceive the other as tough. The retaliation...

This paper reviews the current state of research on the interpersonal effects of emotions in conflict and negotiation. The review shows that a great variety of emotions, such as anger, happiness, guilt, regret, disappointment, and worry, have pervasive effects on negotiation behavior and...