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首页> 外文期刊>Journal of Applied Psychology >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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Not all anger is created equal: The impact of the expresser's culture on the social effects of anger in negotiations

机译：并非所有的愤怒都是平等的：表达者的文化对谈判中愤怒的社会影响的影响

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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.
机译：谈判中文化对情感的社会影响的影响最近引起了研究人员的注意，但迄今为止，该研究仅集中于情感表达感知者的文化背景。当前的研究首次调查了表达者的文化背景如何影响谈判结果。根据对东亚人情绪低落而欧洲人情绪低落的刻板印象，我们预测，当东亚人而不是欧美谈判者表达愤怒时，愤怒将具有更强的信号价值。具体而言，我们预计愤怒的东亚谈判代表将被视为更强硬和更具威胁性，因此与愤怒的欧美谈判代表相比，将引起同行的巨大合作。 4个谈判研究的结果支持了我们的预测。在研究1中，愤怒的东亚谈判代表比愤怒的欧美和西班牙裔谈判代表引起了更大的合作。在研究2中，愤怒的东亚谈判代表比愤怒的欧美谈判者引起了更大的合作，但是情绪上中立的东亚和欧美谈判者引起了同等程度的合作。研究3表明，这种影响对东亚和欧美知情者均有效，而且这种影响是由愤怒的东亚谈判代表被认为比愤怒的欧美谈判者更强硬和更具威胁性。最后，研究4表明，只有当谈判者持有东亚人在情感上缺乏表达而欧洲人在情感上表达的刻板印象时，这种影响才会显现。我们讨论对理解文化，情感和谈判的意义。

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