You are Doing Great! The Interpersonal Effect of Positive Emotions in Integrative Bargaining

7 Pages Posted: 25 Jun 2011

See all articles by Per van der Wijst

Per van der Wijst

Tilburg University

Laura Hoynck van Papendrecht

Tilburg University

Tessa Snaterse

Tilburg University

Stephanie Matse

Tilburg University

Date Written: June 25, 2011

Abstract

Being happy helps the negotiator who has to carry out an integrative negotiation. If his counterpart is happy, two alternative situations may occur. The emotional contagion hypothesis predicts that the negotiator will adopt his counterpart’s happiness, and as a consequence he will do well. Alternatively, the positive emotions of the counterpart can be seen as a signal indicating room for a higher personal gain, which would yield a lower joined gain in the integrative negotiation.

An experimental study was carried out to investigate the effect of happiness at the intra- and inter-personal level in a computer-mediated integrative negotiation task. The study showed that enhancing intra-personal happiness facilitates finding integrative solutions. It also leads to higher personal and joined gains. These higher gains were also found at the interpersonal level, although it was unsure to what extent these results could be explained by the opponents’ positive emotions. These results and alternative explanations will be discussed.

Suggested Citation

van der Wijst, Per and Hoynck van Papendrecht, Laura and Snaterse, Tessa and Matse, Stephanie, You are Doing Great! The Interpersonal Effect of Positive Emotions in Integrative Bargaining (June 25, 2011). IACM 24th Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1872657 or http://dx.doi.org/10.2139/ssrn.1872657

Per Van der Wijst (Contact Author)

Tilburg University ( email )

P.O. Box 90153
Tilburg, DC Noord-Brabant 5000 LE
Netherlands

Laura Hoynck van Papendrecht

Tilburg University ( email )

P.O. Box 90153
Tilburg, DC Noord-Brabant 5000 LE
Netherlands

Tessa Snaterse

Tilburg University ( email )

P.O. Box 90153
Tilburg, DC Noord-Brabant 5000 LE
Netherlands

Stephanie Matse

Tilburg University ( email )

P.O. Box 90153
Tilburg, DC Noord-Brabant 5000 LE
Netherlands

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