Strategic Negative Emotion in Negotiation

Abstract

This experiment focused on the effects of strategic negative emotion in negotiation. Dyads engaged in more argumentation, threats, and rejections when one member adopted a negative rather than positive emotional strategy. In terms of outcomes, strategic negative negotiators achieved higher outcomes than their partners, whereas strategic positive negotiators achieved lower outcomes than their partners. Negative strategists also had better outcomes than positive strategists. Results have implications for the enactment of emotions as communication tactics and the blend of different emotional strategies in negotiations.

Keywords: Negative Emotion, Negotiation Strategy, Interpersonal Communication

JEL Classification: D74