Flying Bagels and Social Graces: The Impact of Strategic Expressions of Emotion on Distrust and Post Settlement Behavior

31 Pages Posted: 21 May 2010

See all articles by Rachel Campagna

Rachel Campagna

Washington University in St. Louis - John M. Olin Business School

William P. Bottom

Washington University in St. Louis - John M. Olin Business School

Dejun Kong

Washington University in St. Louis

Alexandra Mislin

American University - Kogod School of Business

Abstract

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.

Suggested Citation

Campagna, Rachel and Bottom, William P. and Kong, Dejun and Mislin, Alexandra, Flying Bagels and Social Graces: The Impact of Strategic Expressions of Emotion on Distrust and Post Settlement Behavior. IACM 23rd Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1612363 or http://dx.doi.org/10.2139/ssrn.1612363

Rachel Campagna (Contact Author)

Washington University in St. Louis - John M. Olin Business School ( email )

One Brookings Drive
Campus Box 1133
St. Louis, MO 63130-4899
United States

William P. Bottom

Washington University in St. Louis - John M. Olin Business School ( email )

One Brookings Drive
Campus Box 1133
St. Louis, MO 63130-4899
United States
314-935-6351 (Phone)
314-935-6359 (Fax)

HOME PAGE: http://www.olin.wustl.edu/faculty/bottom.html

Dejun Kong

Washington University in St. Louis ( email )

One Brookings Drive
Campus Box 1208
Saint Louis, MO MO 63130-4899
United States

Alexandra Mislin

American University - Kogod School of Business ( email )

4400 Massachusetts Avenue NW
Washington, DC 20816-8044
United States

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