This dissertation examines the way encounters between merchants (foreign and domestic) and Japanese political and semi-political figures in Nagasaki influenced the shaping and execution of Tokugawa... Show moreThis dissertation examines the way encounters between merchants (foreign and domestic) and Japanese political and semi-political figures in Nagasaki influenced the shaping and execution of Tokugawa foreign policy designs. In doing so, this study challenges the old image of Nagasaki as a city where the bakufu reigned supreme. Rather, Nagasaki was a place where multiple parties, each with their own agenda's looking out for their own interest, and those parties directly related to the bakufu were not always the dominant ones. As such, there was ample room for negotiation and deviation from Tokugawa policy. In this regard, Nagasaki resembled the domains that were also entrusted with the execution of Tokugawa foreign policy. Show less
This dissertation aims to compare the interpersonal effects of different negative emotions in negotiations, by focusing on two of the most often communicated and experienced emotions in... Show moreThis dissertation aims to compare the interpersonal effects of different negative emotions in negotiations, by focusing on two of the most often communicated and experienced emotions in negotiations: anger and disappointment. The results of four empirical chapters show that anger is an emotion that communicates power. Opponents in negotiations give in to angry negotiators to avoid negative consequences such as impasse. When opponents do not have to care about these negative consequences, anger backfires. Disappointment, on the other hand, is an emotion that communicates weakness. Opponents give in when this communicated weakness evokes guilt. When it does not evoke guilt, communicating disappointment backfires. Neuroimaging results have also shown that the communication of anger, more so than the communication of disappointment, evokes a concern for the self in opponents. This dissertation thus not only shows that the interpersonal effects of anger and disappointment differ, but also what their underlying mechanisms are and what the different consequences are for behavior. By taking a close look at how these two emotions affect others’ behavior and underlying neural mechanisms, this dissertation provides a more in-depth view of the social functions of negative emotions. Show less