How Negotiator’s Emotion Impact the Negotiation Outcomes in Business Negotiation Process?

Qianyu Yang ()
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Qianyu Yang: New York University

A chapter in Proceedings of 2024 6th International Conference on Economic Management and Cultural Industry (ICEMCI 2024), 2025, pp 87-96 from Springer

Abstract: Abstract This research aims to elucidate the impact of negotiator emotions on negotiation outcomes within business contexts. Addressing a gap in empirical research, it investigates the inconsistent results regarding the effects of negative emotions, which may sometimes lead to positive outcomes contrary to common expectations. Utilizing a quantitative research approach, the study employs regression analysis to examine the relationships between various emotions and negotiation outcomes. The findings indicate that emotions significantly influence the negotiation process, with both positive and negative emotions potentially yielding unexpected results. This research contributes to a deeper understanding of the nuanced role emotions play in business negotiations, providing valuable insights for negotiators aiming to optimize their strategies.

Keywords: Consumer Behaviour; Emotional Impact; Negotiator Emotions; Business Negotiation Psychology (search for similar items in EconPapers)
Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:spr:advbcp:978-94-6463-642-0_9

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DOI: 10.2991/978-94-6463-642-0_9

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