This article utilizes a motivational perspective on emotions to reconceptualize the impact of negative emotions on relationship dynamics between alliance partners. Alliance failure is endemic and yet we know little about how alliance partners manage the interface between them. We draw upon the alliance discrepancy model, self-discrepancy theory, appraisal theory, emotions as social information theory, and Horney’s behavioral typology of moving toward, moving against, or moving away to analyze the emotional, motivational, and behavioral dynamics among alliance decision makers. We propose that process discrepancies predominantly produce agitation-related emotions such as anger and anxiety, whereas outcome discrepancies predominantly produce dejection-related emotions such as sadness and disappointment. We analyze the impact of emotions at both the intrapersonal and the interpersonal levels. The intrapersonal level captures the impact of alliance decision makers’ experienced emotions on their own behavior, whereas the interpersonal level captures the impact of alliance decision makers’ expressed emotions on their partners’ behavior. At the intrapersonal level, agitation-related emotions lead alliance decision makers to move against (or away from) their partner, whereas dejection-related emotions lead them to move toward their partner. At the interpersonal level, the expression of dejection-related emotions leads alliance decision makers to move toward their partner, whereas the expression of agitation-related emotions leads alliance partners to either move toward or against their partner depending upon the relative power of the parties and the specific agitation emotion that is expressed. We develop a series of propositions linking discrepancies with emotions and alliance management, which highlight a different way of thinking about emotions in alliances. Rather than treating negative emotions as destructive forces, our model points to the potential functionality of the experience and expression of negative emotions in alliances. We conclude by outlining some boundary conditions of our model and discussing implications for research and practice.

中文翻译：

---

情绪如何影响联盟关系：负面情绪的潜在功能

本文利用情绪的动机观点重新概念化负面情绪对联盟伙伴之间关系动态的影响。联盟失败是地方性的，但我们对联盟合作伙伴如何管理它们之间的接口知之甚少。我们利用联盟差异模型，自我差异理论，评估理论，作为社会信息理论的情感以及霍尼的行为类型学来分析，反对或移开，以分析联盟决策者之间的情感，动机和行为动态。我们提出，过程差异主要产生与躁动相关的情绪，例如愤怒和焦虑，而结果差异主要产生与沮丧相关的情绪，例如悲伤和失望。我们在人际和人际两方面分析情绪的影响。人际层面捕获了联盟决策者的情感对他们自己的行为的影响，而人际层面捕获了联盟决策者的情感对他们的伙伴的行为的影响。在人际层面上，与激动有关的情绪使联盟的决策者向（或远离）其伴侣移动，而与沮丧有关的情绪使他们向伙伴的移动。在人际层面上，与沮丧相关的情绪表达使联盟决策者朝着伙伴前进，而与激动有关的情绪的表达导致联盟伙伴根据双方的相对能力和所表达的特定激动情绪而朝向或反对其伙伴。我们提出了一系列将差异与情感和联盟管理联系起来的命题，这些命题突显了对联盟情感的另一种思考方式。我们的模型没有将消极情绪视为破坏力，而是指出了体验的潜在功能以及联盟中消极情绪的表达。最后，我们概述了模型的一些边界条件，并讨论了对研究和实践的启示。突显了对联盟情感的另一种思考方式。我们的模型没有将消极情绪视为破坏力，而是指出了体验的潜在功能以及联盟中消极情绪的表达。最后，我们概述了模型的一些边界条件，并讨论了对研究和实践的启示。突显了对联盟情感的另一种思考方式。我们的模型没有将消极情绪视为破坏力，而是指出了体验的潜在功能以及联盟中消极情绪的表达。最后，我们概述了模型的一些边界条件，并讨论了对研究和实践的启示。