Citation

Belkin LY, Rothman NB. Negot. Confl. Manage. Res. 2017; 10(1): 3-27.

Copyright

(Copyright © 2017, International Association for Conflict Management, Publisher John Wiley and Sons)

DOI

10.1111/ncmr.12088

PMID

unavailable

Abstract

This article explores the interpersonal effects of emotions on stereotype formation and initial trust in zero-acquaintance interactions. In three experiments, we demonstrate that perceptions of partner sociability, morality, and competence are significantly influenced by emotional expressions and are important predictors of trust. Specifically, we show that in zero-acquaintance interactions, displays of happiness increase, but displays of anger decrease stereotypes of sociability, morality, and competence. Happiness expressions are also conducive to trust, whereas expressions of anger are detrimental to trust. We further demonstrate that expressions of ambivalence do not affect perceptions of sociability, but decrease perceptions of morality and competence. Overall, expressions of ambivalence have a negative effect on partner trust. Perceptions of morality consistently explain the effect of expressed happiness, anger, and ambivalence on initial trust across the three experiments and different bargaining contexts. Implications for research on emotions and trust in negotiations are discussed.

Language: en

Keywords

emotional displays; stereotypes; trust; zero-acquaintance