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Link to original content: https://pubmed.ncbi.nlm.nih.gov/16834484
Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret - PubMed Skip to main page content
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. 2006 Jul;91(1):124-42.
doi: 10.1037/0022-3514.91.1.124.

Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret

Gerben A Van Kleef  1 , Carsten K W De Dreu, Antony S R Manstead
Affiliations

Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret

Gerben A Van Kleef et al. J Pers Soc Psychol. 2006 Jul.

Abstract

This study examined the social effects of emotions related to supplication and appeasement in conflict and negotiation. In a computer-simulated negotiation, participants in Experiment 1 were confronted with a disappointed or worried opponent (supplication), with a guilty or regretful opponent (appeasement), or with a nonemotional opponent (control). Compared with controls, participants conceded more when the other experienced supplication emotions and conceded less when the other experienced appeasement emotions (especially guilt). Experiment 2 replicated the effects of disappointment and guilt and showed that they are moderated by the perceiver's dispositional trust: Negotiators high in trust conceded more to a disappointed counterpart than to a happy one, but those with low trust were unaffected. In Experiment 3, trust was manipulated through information about the other's personality (cooperative vs. competitive), and a similar moderation was obtained.

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