ADMS 2320 Chapter 1: ADMS 2320 Chapter 1 Notes
30 Apr 2018
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ADMS 2320 Chapter 1 Notes – Summary
Introduction
Moods/Emotions in Negotiation
• Do moods and emotions influence negotiation?
• They do, but the way they work depends on the emotions as well as the context.
• A negotiator who shows anger generally induces concessions from opponents, for
instance, because the other negotiator believes no further concessions from the angry
party are possible.
• One factor that governs this outcome, however, is power—you should show anger in
negotiations only if you have at least as much power as your counterpart. If you have
less, shoig ager atually sees to prooke hardall reatios fro the other side.
• Another factor is how genuine your anger is—faked ager, or ager produced from
so-called surface acting, is not effective, but showing anger that is genuine (so-called
deep acting) does.
• It also appears that having a history of showing anger, rather than sowing the seeds of
revenge, actually induces more concessions because the other party perceives the
egotiator as tough.
• Finally, culture seems to matter.
• For instance, one study found that when East Asian participants showed anger, it
induced more concessions than if the negotiator expressing anger was from the United
States or Europe, perhaps because of the stereotype of East Asians as refusing to show
anger.
• Anxiety also appears to have an impact on negotiation.
• For example, one study found that individuals who experienced more anxiety about a
negotiation used more deceptions in dealing with others.
• Another study found that anxious negotiators expect lower outcomes, respond to offers
more quickly, and exit the bargaining process more quickly, leading them to obtain
worse outcomes.
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