Gert-Jan Lelieveld

Why Anger and Disappointment Affect Other’s Bargaining Behavior Differently The Moderating Role of Power and the Mediating Role of Reciprocal and Complementary Emotions

In two experiments, the authors investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research focused on the informational inferences that bargainers make based on others’ emotions, this article emphasizes the importance of affective reactions. The findings of this study show that anger evoked a complementary emotion (fear) in targets when reported by a high-power bargainer but evoked a reciprocal emotion (anger) when reported by a low-power bargainer. This reciprocal anger led participants to offer less to low-power counterparts who reported anger. Disappointed bargainers, however, evoked a complementary emotion (guilt) in participants and increased offers, regardless of the bargainer’s power position.

Does communicating disappointment in negotiations help or hurt? : Solving an apparent inconsistency in the social-functional approach to emotions

On the basis of a social-functional approach to emotion, scholars have argued that expressing disappointment in negotiations communicates weakness, which may evoke exploitation. Yet, it is also argued that communicating disappointment serves as a call for help, which may elicit generous offers. Our goal was to resolve this apparent inconsistency. We develop the argument that communicating disappointment elicits generous offers when it evokes guilt in the target, but elicits low offers when it does not. In 4 experiments using both verbal (Experiments 1-3) and nonverbal (Experiment 4) emotion manipulations, we demonstrate that the interpersonal effects of disappointment depend on (a) the opponents group membership and (b) the type of negotiation. When the expresser was an outgroup member and in representative negotiations (i.e., when disappointment did not evoke guilt), the weakness that disappointment communicated elicited lower offers. When the expresser was an ingroup member and in individual negotiations (i.e., when disappointment did evoke guilt), the weakness that disappointment communicated elicited generous offers from participants. Thus, in contrast to the common belief that weakness is a liability in negotiations, expressing disappointment can be effective under particular circumstances. We discuss implications for theorizing about the social functions of emotions.

A Penny for Your Pain? The Financial Compensation of Social Pain After Exclusion

Research has repeatedly shown that social exclusion is distressful regardless of mitigating circumstances. In three studies we show that financially compensating social exclusion reduces the unpleasant experience and affects subsequent coping. Participants played a game of Cyberball, and either received money when they were excluded or not. Results showed that financially compensating social exclusion reduced self-reported distress and neural activity in the dorsal anterior cingulate cortex (dACC), a region found active during physical and social pain. Finally, participants played a dictator game with those who included them, excluded them, or with new players. Results showed that financial compensation increased offers to sources of exclusion to the amount that was given to sources of inclusion or new players. Hence, financially compensating exclusion helps those who are hurt and those who exclude.

Behavioral and neural reactions to emotions of others in the distribution of resources

This study investigated the neural mechanisms involved in the interpersonal effects of emotions—i.e., how people are influenced by other peoples emotions. Participants were allocators in a version of the dictator game and made a choice between two offers after receiving written emotional expressions of the recipients. The results showed that participants more often made a self-serving offer when dealing with an angry recipient than when dealing with a happy or disappointed recipient. Compared to disappointment, expressions of anger increased activation in regions associated with self-referential thinking (anterior medial prefrontal cortex, aMPFC) and (emotional) conflict (anterior cingulate cortex). We found increased activation in temporoparietal junction for receiving happy reactions in comparison with receiving angry or disappointed reactions. This study thus emphasizes that distinct emotions have distinct effects on people in terms of behavior and underlying neurological mechanisms.

Emotional reactions of peers influence decisions about fairness in adolescence

During adolescence, peers take on increasing importance, while social skills are still developing. However, how emotions of peers influence social decisions during that age period is insufficiently known. We therefore examined the effects of three different emotional responses (anger, disappointment, happiness) on decisions about fairness in a sample of 156 adolescents aged 12–17 years. Participants received written emotional responses from peers in a version of the Dictator Game to a previous unfair offer. Adolescents reacted with more generous offers after disappointed reactions compared to angry and happy reactions. Furthermore, we found preliminary evidence for developmental differences over adolescence, since older adolescents differentiated more between the three emotions than younger adolescents. In addition, individual differences in social value orientation played a role in decisions after happy reactions of peers to a previous unfair offer, such that participants with a “proself” orientation made more unfair offers to happy peers than “prosocial” participants. Taken together, our findings demonstrate that adolescents take emotions of peers into account when making social decisions, while individual differences in social value orientation affect these decisions, and age seems to influence the nature of the reaction.

Fairness decisions in response to emotions: a functional MRI study among criminal justice-involved boys with conduct disorder

Research suggests that individuals with conduct disorder (CD) are marked by social impairments, such as difficulties in processing the affective reactions of others. Little is known, though, about how they make decisions during social interactions in response to emotional expressions of others. In this study, we therefore investigated the neural mechanisms underlying fairness decisions in response to communicated emotions of others in aggressive, criminal justice-involved boys with CD (N = 32) compared with typically developing (TD) boys (N = 33), aged 15-19 years. Participants received written emotional responses (angry, disappointed or happy) from peers in response to a previous offer and then had to make fairness decisions in a version of the Dictator Game. Behavioral results showed that CD boys did not make differential fairness decisions in response to the emotions, whereas the TD boys did show a differentiation and also responded more unfair to happy reactions than the CD boys. Neuroimaging results revealed that when receiving happy vs disappointed and angry reactions, the CD boys showed less activation than the TD boys in the temporoparietal junction and supramarginal gyrus, regions involved in perspective taking and attention. These results suggest that boys with CD have difficulties with processing explicit emotional cues from others on behavioral and neural levels.

The neural correlates of in-group and self-face perception: is there overlap for high identifiers?

Social identity, the part of the self-concept derived from group membership, is a key explanatory construct for a wide variety of behaviors, ranging from organizational commitment to discrimination toward out-groups. Using functional magnetic resonance imaging (fMRI), we examined the neural basis of social identity through a comparison with the neural correlates of self-face perception. Participants viewed a series of pictures, one at a time, of themselves, a familiar other, in-group members, and out-group members. We created a contrast for self-face perception by subtracting brain activation in response to the familiar other from brain activation in response to the self face, and a contrast for social identity by subtracting brain activation in response to out-group faces from brain activation in response to in-group faces. In line with previous research, for the self—familiar other contrast we found activation in several right-hemisphere regions (inferior frontal gyrus, inferior and superior parietal lobules). In addition, we found activation in closely-adjacent brain areas for the social identity contrast. Importantly, significant clusters of activation in this in-group—out-group contrast only emerged to the extent that participants reported high identification with the in-group. These results suggest that self-perception and social identity depend on partly similar neural processes.

Lies that feel honest: Dissociating between incentive and deviance processing when evaluating dishonesty

This study investigated neural responses to evaluations of lies made by others. Participants learned about other individuals who were instructed to privately roll a die twice and report the outcome of the first roll to determine their pay (with higher rolls leading to higher pay). Participants evaluated three types of outcomes: honest reports, justifiable lies (reporting the second outcome instead of the first), or unjustifiable lies (reporting a different outcome than both die rolls). Evaluating lies relative to honest reports was associated with increased activation in the anterior cingulate cortex (ACC), insula and lateral prefrontal cortex. Moreover, justifiable lies were associated with even stronger activity in the dorsal ACC and dorsolateral prefrontal cortex compared to unjustifiable lies. These activities were more pronounced for justifiable lies where the deviance from the real outcome was larger. Together, these findings have implications for understanding how humans judge misconduct behavior of others.

Differential Fairness Decisions and Brain Responses After Expressed Emotions of Others in Boys with Autism Spectrum Disorders

Little is known about how emotions expressed by others influence social decisions and associated brain responses in autism spectrum disorders (ASD). We investigated the neural mechanisms underlying fairness decisions in response to explicitly expressed emotions of others in boys with ASD and typically developing (TD) boys. Participants with ASD adjusted their allocation behavior in response to the emotions but reacted less unfair than TD controls in response to happiness. We also found reduced brain responses in the precental gyrus in the ASD versus TD group when receiving happy versus angry reactions and autistic traits were positively associated with activity in the postcentral gyrus. These results provide indications for a role of precentral and postcentral gyrus in social-affective difficulties in ASD.