Not All Anger Is Created Equal: The Impact of the Expresser's Culture on the Social Effects of Anger in Negotiations
Not All Anger Is Created Equal: The Impact of the Expresser's Culture on the Social Effects of Anger in Negotiations
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DOI：
10.1037/a0032387
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发表时间：
2013-09-01
影响因子：
9.9
通讯作者：
Shirako, Aiwa
中科院分区：
文献类型：
--
作者：
Adam, Hajo;Shirako, Aiwa
文化对谈判中情绪社会效应的影响近年来受到研究者的关注，但迄今为止，这一研究仅集中于情绪表达感知者的文化背景。本研究首次探讨了表达者的文化背景对谈判结果的影响。根据东亚人不善于表达情感，而欧洲裔美国人善于表达情感的刻板印象，我们预测，当东亚人而不是欧洲裔美国人的谈判者表达愤怒时，愤怒将具有更强的信号价值。具体来说，我们预测，与愤怒的欧洲美国人相比，愤怒的东亚谈判者将被认为更强硬、更具威胁性，因此会得到对方的大力合作谈判专家4项谈判研究的结果支持了我们的预测。在研究1中，愤怒的东亚谈判者比愤怒的欧洲裔美国人和西班牙裔谈判者引起了更大的合作。在研究2中，愤怒的东亚谈判者比愤怒的欧美谈判者引起了更大的合作，但情绪中立的东亚和欧美谈判者引起了相同水平的合作。研究3表明，这种效应适用于东亚和欧洲的美国人的知觉，它是调解愤怒的东亚谈判被认为是更强硬，更具威胁性比愤怒的欧洲美国谈判。最后，研究4表明，只有当谈判者持有东亚人情绪不表达和欧洲美国人情绪表达的刻板印象时，这种效果才会出现。我们讨论了我们对文化，情感和谈判的理解的影响。
The influence of culture on the social effects of emotions in negotiations has recently gained the attention of researchers, but to date this research has focused exclusively on the cultural background of the perceiver of the emotion expression. The current research offers the first investigation of how the cultural background of the expresser influences negotiation outcomes. On the basis of the stereotype that East Asians are emotionally inexpressive and European Americans are emotionally expressive, we predicted that anger will have a stronger signaling value when East Asians rather than European American negotiators express it. Specifically, we predicted that angry East Asian negotiators will be perceived as tougher and more threatening and therefore elicit great cooperation from counterparts compared with angry European American negotiators. Results from 4 negotiation studies supported our predictions. In Study 1, angry East Asian negotiators elicited greater cooperation than angry European American and Hispanic negotiators. In Study 2, angry East Asian negotiators elicited greater cooperation than angry European American ones, but emotionally neutral East Asian and European American negotiators elicited the same level of cooperation. Study 3 showed that this effect holds for both East Asian and European American perceivers and that it is mediated by angry East Asian negotiators being perceived as tougher and more threatening than angry European American negotiators. Finally, Study 4 demonstrated that the effect emerges only when negotiators hold the stereotype of East Asians being emotionally inexpressive and European Americans being emotionally expressive. We discuss implications for our understanding of culture, emotions, and negotiations.