Bring it On! How Negotiators Strategically Choose to Feel Worse

17 Pages Posted: 24 May 2010

See all articles by Alison Wood Brooks

Alison Wood Brooks

University of Pennsylvania - Operations & Information Management Department

Yoella Bereby-Meyer

Ben-Gurion University of the Negev

Simone Moran

Ben-Gurion University of the Negev - Department of Management

Maurice E. Schweitzer

University of Pennsylvania - Operations & Information Management Department

Abstract

Though negotiation scholars have generally recommended that negotiators suppress their expressions of emotion, extant research has pointed to the expression of emotions as a powerful strategy in negotiations. For example, Ho and Andrade (2010) suggest that people tend to use the expression of emotions to their advantage in one-shot games and are fully aware of their strategies. Also, expressions of anger and disappointment have been found to inspire more concessions from one’s counterpart than expressions of happiness (Van Kleef, De Dreu, & Manstead, 2004). In a series of experimental studies, we explore the possibility that the actual experience, not just the expression, of negative emotions may also be common, strategic, and beneficial to negotiators.

Suggested Citation

Brooks, Alison Wood and Bereby-Meyer, Yoella and Moran, Simone and Schweitzer, Maurice E., Bring it On! How Negotiators Strategically Choose to Feel Worse. IACM 23rd Annual Conference Paper, Available at SSRN: https://ssrn.com/abstract=1615227 or http://dx.doi.org/10.2139/ssrn.1615227

Alison Wood Brooks (Contact Author)

University of Pennsylvania - Operations & Information Management Department ( email )

Philadelphia, PA 19104
United States
215-573-0506 (Phone)
215-898-3664 (Fax)

Yoella Bereby-Meyer

Ben-Gurion University of the Negev ( email )

Department of Psychology
Beer--Sheva, 84105
Israel

Simone Moran

Ben-Gurion University of the Negev - Department of Management ( email )

Beer-Sheva 84105
Israel
+972 8 647 9802 (Phone)
+972 8 647 7697 (Fax)

Maurice E. Schweitzer

University of Pennsylvania - Operations & Information Management Department ( email )

Philadelphia, PA 19104
United States
215-898-4776 (Phone)
215-898-3664 (Fax)

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