Flying Bagels and Social Graces: The Impact of Strategic Expressions of Emotion on Distrust and Post Settlement Behavior
31 Pages Posted: 21 May 2010
Strategic emotion can be used as a negotiation tactic to extract value from one’s opponent. Previous research findings have found that the use of this tactic can influence not only the amount of value claimed, but post-negotiation behaviors. However, interacting with an opponent who possesses power based on their alternative to an agreement can halt the amount of value claimed. Individuals with more power (i.e. a better BATNA) are less likely to concede and more likely to make attempts to earn more points or money for themselves. While interacting, these variables - use of strategic emotion and level of power - produce perceptions that may alter not only the negotiated outcomes, but what occurs post-hoc after the contract has been negotiated. This experiment examined these effects - the influence of power and the strategic use of emotion - on economic outcomes within a negotiation as well as post-negotiation behavior. Despite prior research findings, our results fail to replicate the influence of emotion on value claimed - angry participants do not claim more value but does influence post-negotiation behaviors.
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