The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations
The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations
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DOI：
10.1016/j.obhdp.2005.08.003
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发表时间：
2006-01-01
影响因子：
4.6
通讯作者：
Thompson, L
中科院分区：
文献类型：
--
作者：
Kopelman, S;Rosette, AS;Thompson, L
在一系列实验室实验中，我们测试了策略性地展示积极、消极和中性情绪对谈判结果的影响。在实验1中，一个面对面的纠纷模拟，谈判者表现出积极的情绪，相反，消极或中性的情绪，更有可能将未来的业务关系，在谈判的合同。在实验2中，一个最后通牒设置，管理者战略性地展示积极的情绪更有可能达成协议。这种影响是由谈判者愿意支付更多的谈判策略显示积极与消极的情绪。在实验3中，积极情绪的显示是一个更有效的策略，以获得让步，从另一方在分配设置。谈判者在面对一个策略性地表现出消极情绪而不是积极或中性情绪的谈判者时，会提出更极端的要求。在谈判中的情绪策略显示的影响进行了讨论。(c)2005年爱思唯尔公司All rights reserved.
In a series of laboratory experiments, we tested the influence of strategically displaying positive, negative, and neutral emotions on negotiation outcomes. In Experiment 1, a face-to-face dispute simulation, negotiators who displayed positive emotion, in contrast to negative or neutral emotions, were more likely to incorporate a future business relationship in the negotiated contract. In Experiment 2, an ultimatum setting, managers strategically displaying positive emotion were more likely to close a deal. This effect was mediated by negotiators' willingness to pay more to a negotiator strategically displaying positive versus negative emotions. In Experiment 3, display of positive emotion was a more effective strategy for gaining concessions from the other party in a distributive setting. Negotiators made more extreme demands when facing a negotiator strategically displaying negative, rather than positive or neutral, emotions. Implications for strategic display of emotion in negotiations are discussed. (c) 2005 Elsevier Inc. All rights reserved.