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(2020): This paper shows that expressions of anger can trigger enhanced information search in negotiations. Participants who faced an angry counterpart were more likely to seek diagnostic information about their counterpart\u2019s preferences and priorities, which enabled them to attain higher joint outcomes. Extending earlier work on anger and concession-making, these results indicate that anger can be helpful in creating value in integrative negotiations by fostering information seeking.","DOI":"10.1037\/apl0000458"},{"key":"10.1016\/j.copsyc.2026.102424_bib82","unstructured":"Van Kleef & C\u00f4t\u00e9 (2022): This paper reviews research on the effects of emotional expressions on the affect, cognition, and behavior of observers in a range of social interactions. The review shows that behavioral reactions to emotional expressions are mediated by affective and inferential processes, the relative weight of which is modulated by observers\u2019 information processing and the perceived appropriateness of the expressions within the context. The paper also shows that emotional expressions influence observer responses similarly across modes of expression (i.e., facial, vocal, postural, verbal\/written, and pictorial\/symbolic)."},{"key":"10.1016\/j.copsyc.2026.102424_bib83","unstructured":"Kang & Schweitzer (2022): This research examined responses to different types of emotional deception in negotiations. The authors distinguished between up-displayed (exaggerated) and down-displayed (suppressed) emotions, finding that observers judged down-displays of anger, sadness, and happiness more ethical than commensurate up-displays. This finding further illuminates EASI theory\u2019s notion of perceived appropriateness by showing that exaggerating emotions is deemed less acceptable than suppressing them."},{"key":"10.1016\/j.copsyc.2026.102424_bib84","unstructured":"Gur et al. (2026). This study demonstrates that, in intergroup negotiations, expressions of sadness by another group about their misfortune can foster openness to that group\u2019s perspective. This effect was found regardless of the group\u2019s relative power. This finding suggests that sadness can be leveraged to enhance intergroup relations."},{"key":"10.1016\/j.copsyc.2026.102424_bib85","unstructured":"Hornsey et al. (2020). Apologizing after a misstep can alleviate backlash, but apologies are not always trusted to be genuine. The authors examined whether people respond more positively to public apologies if the apologies are accompanied by nonverbal demonstrations of remorse (e.g., kneeling, crying). They found that embodied expressions of remorse had favorable effects on the perceived likelihood of reoffending, empathy, perceptions of the transgressor, and satisfaction with the apology, although they did not affect forgiveness."},{"key":"10.1016\/j.copsyc.2026.102424_bib86","unstructured":"Kusano & Kemmelmeier (2025): This research examined how postural expressions of power affect perceptions of distinct types of pride, leading to differential offers in negotiations. Prestige was conveyed by adding a smile and upward face-tilt to an expansive posture of power. This was compared to dominance, which involved a power posture with a threatening downward face-tilt and no accompanying smile. Prestige displays conveyed authentic pride to observers, leading to larger offers compared to dominance displays, which fueled perceptions of hubristic pride. These findings emphasize the importance of a nuanced approach to examining the effects of specific emotional expressions and the distinct messages they convey in negotiations."},{"key":"10.1016\/j.copsyc.2026.102424_bib87","unstructured":"Cohen-Chen et al. (2019): This paper addresses the effects of intragroup expressions of hope in intergroup conflicts. Across different types of conflict, the authors demonstrated that expressions of hope by a leader can mobilize support for conflict resolution by instilling reciprocal hope in group members. The results further suggested that political Leftists are more susceptible to hope expressions than political Rightists."},{"key":"10.1016\/j.copsyc.2026.102424_bib88","unstructured":"Cohen-Chen et al. (2022): This paper was the first to examine the effects of expressions of indifference, that is, the explicit absence of an emotional response where such a response might be expected. Drawing on Emotions as Social Information (EASI) theory, the authors demonstrated that expressions of indifference can trigger negative affective reactions as well as inferences of low future collaboration in targets, both of which undermined targets\u2019 cooperation. The findings demonstrate that expressing indifference has qualitatively different consequences than expressing no emotion."}],"container-title":["Current Opinion in Psychology"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S2352250X26001624?httpAccept=text\/xml","content-type":"text\/xml","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S2352250X26001624?httpAccept=text\/plain","content-type":"text\/plain","content-version":"vor","intended-application":"text-mining"}],"deposited":{"date-parts":[[2026,9,11]],"date-time":"2026-09-11T20:07:32Z","timestamp":1789157252000},"score":1,"resource":{"primary":{"URL":"https:\/\/linkinghub.elsevier.com\/retrieve\/pii\/S2352250X26001624"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2027,2]]},"references-count":88,"alternative-id":["S2352250X26001624"],"URL":"https:\/\/doi.org\/10.1016\/j.copsyc.2026.102424","relation":{},"ISSN":["2352-250X"],"issn-type":[{"value":"2352-250X","type":"print"}],"subject":[],"published":{"date-parts":[[2027,2]]},"assertion":[{"value":"Elsevier","name":"publisher","label":"This article is maintained by"},{"value":"Social consequences of emotional expressions in negotiation","name":"articletitle","label":"Article Title"},{"value":"Current Opinion in Psychology","name":"journaltitle","label":"Journal Title"},{"value":"https:\/\/doi.org\/10.1016\/j.copsyc.2026.102424","name":"articlelink","label":"CrossRef DOI link to publisher maintained version"},{"value":"article","name":"content_type","label":"Content Type"},{"value":"\u00a9 2026 The Author(s). Published by Elsevier Ltd.","name":"copyright","label":"Copyright"}],"article-number":"102424"}}