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Emotional transitions (ET) hold a quiet power, and understanding them can help you win both hearts and negotiations. This article holds the key to getting you there. An emotional transition refers to the movement between two or more emotional states (Filipowicz & Barsade, Emotional Transitions, 2011). Research reveals fascinating insights into how ET and steady states (remaining at the same emotional level) affect decision-making, social interactions, and overall emotional dynamics. ET can be harnessed to manage both our own emotions and the emotions of others (Filipowicz & Barsade, 2011). They also provide valuable clues about our mental processes: for instance, frequent and rapid mood shifts may signal poor well-being. In this article, however, we will explore ET primarily in the context of managing emotions, both within ourselves and in our interactions with others.
Usually, emotional transitions occur within the same valence; for example, a fearful person is more likely to become anxious or angry than joyful (Russell, 1980). Most emotions follow a predictable path: anger can shift into aggression, anxiety into panic, and so on. Given someone’s current emotional state, people can often predict their future emotions (Tamir & Thornton, PNAS, 2017).
In social settings, we naturally mirror each other’s emotions. Every emotional shift sends signals and information to the people around us. ET, in particular, communicates strong social cues. For instance, transitioning from anger to calmness increases trust (Van Kleef, 2009). To manage emotions in others, we need a framework that makes it easier to transition our own emotions across the spectrum.
Anger doesn’t always have to end in aggression, fear, or remorse. Fear doesn’t have to spiral into panic. By consciously guiding our emotional flow, we can channel even unpleasant feelings into productive and constructive outcomes.
Notice your starting point (e.g., “I’m feeling irritated”). Labeling it makes the transition more deliberate.
Emotions often follow predictable paths (anger → aggression). Interrupt the pattern with mindfulness, breathing, or reframing before it escalates.
Steer emotions into healthier neighboring states:
Fear → curiosity (“What can I learn from this situation?”)
Anger → assertiveness (“How can I express my boundary calmly?”)
Sadness → reflection (“What meaning can I draw from this loss?”)
Movement, environment, and people act as catalysts. Changing your setting or who you engage with can shift the emotional trajectory.
The richer your emotional language, the easier it becomes to map and guide transitions.
Now that we have a framework for managing our own emotions, let’s see how we can leverage ET to influence others.
A fascinating study by Filipowicz & Barsade (2011) explored how people interpret emotional transitions in others during one-on-one negotiations. Participants were divided into four groups:
The most favorable negotiation outcomes occurred when one person transitioned from happiness to anger.
Why? Steady-state anger is usually attributed to the person’s character, leading others to become more competitive. But when emotions transition, observers tend to attribute the change to the situation, to something in the ongoing interaction, or even their own behavior. This creates more space for influence.
Based on these findings, I encourage you to experiment with emotional transitions in your personal life. Of course, don’t test the anger-to-happiness switch on your loved ones. Instead, try this: next time you’re with someone close, begin the conversation from a slightly sad state, and then gradually transition into happiness. On another occasion, stay steady in happiness throughout. Compare their behaviors in both situations, and you may notice striking differences in how they respond.
