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13:50 - 15:30
Location: 225 - Floor 1
Chair/s:
Iván Barreda Tarrazona
Susanne Schwarz - "I Knew This Would Happen": Prediction Accuracy, Recall Bias and Retrospective Evaluations of Political Events
Iván Barreda Tarrazona - Myopic behavior in the laboratory: Backward reasoning limitations or strategic uncertainty?
Fantine XIAO - Opening the black box of emotion expression: How anger expression shapes beliefs, attitudes and tastes in negotiation
Alex Davies - Buyer vs. Seller Under Lump-Sum Contracts: Three Experiments on Role-Based Interpretation of Regulatory Language
John Smith - Stochastic choice and noisy beliefs about imperfect perception
Submission 175
Opening the Black Box of Emotion Expression: How Anger Expression Shapes Beliefs, Attitudes and Tastes in Negotiation
panel.2-225 - Floor 1-04
Presented by: Fantine XIAO
Fantine XIAO 1, Chen Li 1, David Gonzalez Jimenez 2
1 Erasmus University Rotterdam
2 University of St.Gallen
This project provides quantitative estimates how a counterparty’s anger expression shapes behavior in negotiation. Using an online experiment with 800 participants, we measure the causal interpersonal impact of anger expression on decision maker's offers, altruism, beliefs about the counterpart’s reservation price and ambiguity attitudes toward that reservation price. In our setting, anger expression does not affect offers on average. Instead, it operates through two offsetting channels: it lowers altruism (an affective mechanism) while raising expected reservation prices (an inferential mechanism). Anger expression also reduces perceived social ambiguity ($a$-insensitivity) about the counterpart’s reservation price, especially when expressed by male counterparts. These results contribute by showing that emotion expressions can leave aggregate outcomes unchanged while meaningfully shifting underlying preferences, beliefs, and perceived ambiguity in gender-dependent ways.