Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes

Naomi B. Rothman and Gregory B. Northcraft

Organizational Behavior and Human Decision Processes, 2015, vol. 126, issue C, 65-76

Abstract: This paper examines how one negotiator’s expressed emotional ambivalence can foster integrative outcomes. Study 1 demonstrated that observing a negotiation partner’s emotional ambivalence leads negotiators to come up with more integrative agreements. Study 2 examined a proposed mechanism: Expressed ambivalence leads to an increased perceived ability to influence the ambivalent negotiator because it suggests submissiveness. Study 3 demonstrated that perceived submissiveness mediates the effects of observed emotional ambivalence on integrative agreements. Implications of these findings for negotiation and emotions research, and directions for future research, are discussed.

Keywords: Emotions; Emotional ambivalence; Perceived submissiveness; Integrative outcomes; Emotions in negotiation (search for similar items in EconPapers)
Date: 2015
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jobhdp:v:126:y:2015:i:c:p:65-76

DOI: 10.1016/j.obhdp.2014.10.005

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