Explaining the influence of anger and compassion on negotiators' interaction goals : an assessment of trust and distrust as two distinct mediators

Meina LIU*, Chongwei WANG

*Corresponding author for this work

Research output: Journal PublicationsJournal Article (refereed)peer-review

32 Citations (Scopus)

Abstract

This study examined the influence of anger and compassion, two discrete emotions that differ in valence and appraisals, on negotiators' interaction goals through trust and distrust, two related, but functionally distinct constructs. Findings showed that the influence of anger (a negative emotion with appraisal of other-person control) on perceived importance of competitively oriented goals was mediated by distrust, but not trust, whereas the influence of compassion (a positive emotion with appraisal of situational control) on perceived importance of cooperatively oriented goals was mediated by trust, but not distrust. This study not only sheds light on the process whereby anger and compassion influence negotiation performance but also supports the proposition that trust and distrust represent two distinct psychological processes that are associated with different antecedents and consequences.

Original languageEnglish
Pages (from-to)443-472
Number of pages30
JournalCommunication Research
Volume37
Issue number4
Early online date7 Jun 2010
DOIs
Publication statusPublished - 1 Aug 2010
Externally publishedYes

Keywords

  • Distrust
  • Emotion
  • Interaction goals
  • Negotiation
  • Trust

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