Strategic Negative Emotion in Negotiation

21 Pages Posted: 25 Oct 2004  

Shu Li

Northwestern University - Department of Communication Studies

Michael Roloff

Northwestern University - Department of Communication Studies

Date Written: June 15, 2004

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

Suggested Citation

Li, Shu and Roloff, Michael, Strategic Negative Emotion in Negotiation (June 15, 2004). IACM 17th Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=609283 or http://dx.doi.org/10.2139/ssrn.609283

Shu Li (Contact Author)

Northwestern University - Department of Communication Studies ( email )

2240 Campus Drive
Evanston, IL 60208
United States

Michael Roloff

Northwestern University - Department of Communication Studies ( email )

2240 Campus Drive
Evanston, IL 60208
United States

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