Strategic Display of Anger and Happiness in Negotiation: The Moderating Role of Perceived Authenticity

Emotional display is often used as a strategy in negotiation to manipulate one's counterpart's behavior. Previous research has examined the interpersonal effects of emotions in negotiation, but the evidence so far has largely focused on the perspective of the negotiator displaying the emotion with little attention paid to the impact of the emotional display on that negotiator's counterparts. In this study, we conducted two experiments to examine whether a negotiator's perceptions about the authenticity of his or her counterpart's displayed emotions of anger and happiness moderate the impact of those emotions on the negotiator. In Experiment One, we manipulated the perceived authenticity of the counterpart's anger as a between‐subjects factor (authentic versus inauthentic). Negotiators who perceived their counterpart's anger as inauthentic conceded less than did negotiators who perceived it as authentic. In Experiment Two, we corroborated this finding with a two‐variable (counterpart's emotion: anger versus happiness) times three‐variable (perceived authenticity of counterpart's displayed emotion: authentic versus ambiguous versus inauthentic) between‐subjects design. Negotiators conceded more to an angry counterpart than to a happy one when they perceived their counterpart's emotion as authentic, but we found the reverse pattern among negotiators who perceived their counterparts' emotions as inauthentic. Negotiators who perceived their counterparts' emotions as ambiguous in authenticity did not differ in concessions whether the counterpart displayed anger or happiness. We discuss the theoretical and practical implications of these findings.     

Emotions in Negotiation: How to Manage Fear and Anger

When emotions run amok, negotiators lose perspective and make serious mistakes or perform poorly. The authors describe emotions, explore their origins, detail their physiology, demonstrate their key role in human behavior (particularly in negotiation), and propose a series of recommendations for dealing with fear and anger, two critical emotions in negotiations.     

The effects of anger on negotiations over mergers and acquisitions

Conclusion The practical implications that have been drawn from this analysis of anger in mergers and acquisitions negotiations are just a few of the many that could be identified and further developed from future research. Future studies of conflict behavior can profitably go beyond the narrow focus on anger used here to consider other emotions and related states, such as fear, resentment, gratitude, guilt, or stress. Scholars and negotiators should be mindful not to ignore emotional factors in negotiation simply because emotions and their causes are complex. As I pointed out earlier, emotions are an integral part of the way human beings approach many conflict situations. Those of us who are interested in resolving disputes can only benefit by gaining a better understanding of emotions, the factors that trigger them, and their consequences. Joseph P. Daly is Assistant Professor in the Department of Management, Walker College of Business, Appalachian State University, Boone, N.C. 28608. He is nearing completion of his doctoral studies in organizational behavior at the Kellogg Graduate School of Management, Northwestern University.This study was supported by a grant from the Dispute Resolution Research Center (DRRC) at North-western University. An earlier version of the paper appeared in the DRRC's working paper series as Working Paper Number 43.The author is indebted to the following for their suggestions on the research and writing of this paper: Bob Bies, Denise Rousseau, Jerry Fox, Tom Tripp, and Max Bazerman.     

Grief reactions and effective negotiation

Conclusion In the event of death, society has in place a wide range of rituals and supports designed to help mourners deal with their grief. It may be that assigning blame and seeking legal recourse has become a significant ritual for those who have sustained other types of losses and, in some situations, loss through death as well. However, unlike societal death rituals, which guide the mourners, no guidelines exist to help negotiators address the impact of grief on their clients. Thus, in this article, insights gleaned from studies of grief, loss, and separation have been examined in an effort to develop an awareness of the impact of grief reactions on the parties to negotiation.Grief reactions—ranging from denial, bargaining, anger, depression, and guilt to acceptance—serve a useful purpose for those who have sustained grievous losses. Consequently, a better understanding of grief factors may be advantageous to negotiators and, more importantly, to their clients. Such considerations may help challenge perceptions of other parties that may otherwise be prejudicial to one's client (as in the Lindy Chamberlain case) and assist negotiators in trying to anticipate, and thus protect their clients from, grief-related reactions of other parties. In the large number of cases where negotiation and settlement discussions are not only critical but also decisive, grief theory may provide negotiators with better insight into client, and other party, interests and may help them to formulate advice and intervention strategies that take the impact of various grief reactions into account. Nancy Lewis Buck is an attorney and social worker, currently completing a doctoral dissertation at Yale Law School. Her mailing address is 9 Surrey St., Cambridge, Mass. 02138.     

Examining the Distinct Effects of Emotive Triggers on Public Reactions to International Terrorism

In recent years, a growing body of research has set out to examine the role that emotions play in shaping political attitudes and behaviors regarding terrorism. However, one major issue that is generally overlooked is whether the thematic relevance of emotive triggers leads to differential effects on people's reactions to international terrorism. Specifically, does anger—regardless of its source—tend to drive people towards supporting an aggressive foreign policy option to counter terrorism, or do the thematic underpinnings of anger (i.e., the specific contents that trigger this particular emotion, such as watching a news story about a recent terrorist attack) matter vis-à-vis the policy choice? To address this gap, this study experimentally examines the impact of anger—induced by thematically relevant versus irrelevant emotive triggers—on people's cognitive processing and foreign policy preferences regarding international terrorism. Overall, we find that the induction of anger via thematically relevant emotive triggers leads to a higher tendency for selecting a military option, a lower amount of information acquisition, and a shorter processing time in response to terror-related incidents.     

Culture and Negotiation Strategy

In this article the authors investigate the relationship between culture and joint gains by examining the role of information sharing and power strategies in intracultural negotiations. Previously, the authors found that the relationship between cultural values or norms and joint gains was uncertain in six cultures: France, Russia, Japan, Hong Kong, Brazil, and the United States. Of the five values and norms measured, only norms for information sharing in negotiation were directly related to joint gains. This article explores and extends prior findings by investigating the strategies used by negotiators in the same six cultures. Cultures that maximized joint gains used direct information-sharing strategies or a combination of indirect and direct strategies. Power strategies may help or hurt joint gains, depending on a culture's values and norms for power and whether or not power-based influence is used in conjunction with sufficient information exchange. The findings suggest that understanding the other party's cultural characteristics and strategies can help negotiators plan how to focus on information exchange and deal with unusual power strategies that they may encounter.     

Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation

While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding the wider roles and effects of social media on negotiation. Through a series of detailed case studies, we explore how social media can drive important negotiations either off the rails or toward beneficial outcomes—and how savvy practitioners can harness this often‐neglected factor to their advantage, or else find themselves outmaneuvered by more digitally sophisticated parties. Applying the lens of the “3D negotiation” approach developed by Lax and Sebenius, we describe a number of potentially decisive roles that social media can play to enhance actions by negotiators “at the table,” with respect to deal design, and “away from the table.” In this 3D context, we show how social media can help negotiators learn about their counterparts (interests, perceptions, relationships, and networks), directly and indirectly influence the parties, mobilize supporters, and neutralize potential opponents. We show that being proactive—both in cultivating digital influence or allies and in building resilience to threats across online information ecosystems—can provide critical advantages for negotiators navigating a hyperconnected world. We develop a preliminary framework to help identify the full range of platforms, tools, and methodologies appropriate for the use of social media in negotiations, including network mapping software and open‐source intelligence techniques. Throughout our analysis, we stress the importance of ethical and privacy considerations.     

Outbursts: An Evolutionary Approach to Emotions in the Mediation Context

Evolutionary psychology offers a powerful framework for understanding the ultimate function of emotions, and that understanding can be applied usefully in the mediation context. In this article, we first introduce the relevant theoretical foundational assumptions of the evolutionary approach to emotions and then use anger and gratitude to illustrate the evolved functions and effects of emotions on cognition and behavior before exploring specific implications for mediation. We also discuss mediator strategies for leveraging anger and gratitude, as well as the potential for future research applying an evolutionary approach to understanding emotions in mediation.     

Low Power,First Offers,and Reservation Prices: Weak Negotiators are Self-anchored by Their Own Alternatives

Although most scholars recommend making the first offer in negotiations, recent research and practitioners' experience have uncovered a second-mover advantage in certain situations. In the current article, we explore this first- versus second-mover dynamic by investigating the circumstances under which negotiators would make less favorable first offers than they would receive were they to move second, focusing on the effects of negotiation power in the form of alternatives. Additionally, we examine the effects of low power on reservation prices and whether these effects could be mitigated using an anchor-debiasing technique. In Study 1, we manipulated negotiators' power in the form of the best alternative to the negotiated agreement and examined its effect on first offers and reservation prices. Our results showed that low-power negotiators would receive more favorable first offers than they would have made themselves when facing either low- or medium-power counterparts. Also, our results suggest that low-power negotiators had less favorable reservation prices than their medium- and high- power counterparts. In Study 2, we investigated whether this effect would persist in the face of anchor-debiasing techniques. Our results showed that while anchor-debiasing techniques did improve their first offers, low-power negotiators would still benefit from making the counteroffer rather than moving first. Our findings uncover the disadvantageous effects of low power on first-offer magnitude while offering practical advice to negotiators.     

Negotiating Military Alliances: Legal Systems and Alliance Formation

Do domestic legal systems affect states' propensity to form military alliances? This article, building upon the existing research in international relations, adopts a socio-legal approach to understanding international treaty making. By focusing on the essence of international negotiations—communication between states' representatives—I argue that negotiating parties who share a common legal language have a common a priori understanding concerning concepts under discussion. Domestic laws operating within states impact the process of creation of international law embodied in treaties. Empirical analyses show that states with similar legal systems are more likely to form military alliances with one another. Additionally, domestic legal systems influence the way that states design their alliance commitments. In general, my findings suggest that the influence of domestic laws does not stop at “the water's edge.” It permeates the interstate borders and impacts the relations between states, especially the treaty negotiating and drafting process. International negotiators bring their legal backgrounds to the negotiating table, which influences both their willingness to sign treaties and the design of the resulting agreements.     

Social Media Influence on Diplomatic Negotiation: Shifting the Shape of the Table

Social media is changing not only the atmosphere in which international negotiations take place; it is also changing the very substance of the deals. Because of the pace and proliferation of social media, negotiators must read “weak signals” early on—and anticipate a quickly organized, highly motivated opposition. However, diplomatic negotiators still lack the tools to engage in this sort of anticipatory strategy design. This article examines two recent cases, one involving the Transatlantic Trade and Investment Partnership and the other involving a German Constitutional Court’s ruling on the European Central Bank’s Public Debt Purchasing Program, in which social media had a highly disruptive, unanticipated impact on international negotiations—to the point of forcing negotiators’ hands—and suggests institutional remedies to better anticipate the catalytic impact of advancing technology on diplomatic interactions.     

Buyer and Seller Differences in Business‐to‐Business Negotiations

The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face‐to‐face business‐to‐business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real‐life buyer–seller negotiations in B2B settings analyzed using qualitative research methods, including both comparative analysis and frequency analysis. We found some difference between buyers' and sellers' use of negotiation tactics, which suggests this question deserves further empirical study. Buyers' and sellers' use of specific tactics differs according to which overall strategy the negotiators chose, and sellers generally use a greater number of negotiation tactics than buyers. The findings challenge previous findings that suggest that B2B negotiations are collaborative and that negotiators communicate in a collaborative manner. The findings also increase our understanding of buyers' and sellers' variable use of tactics in the course of everyday practice as well as the interplay between negotiation tactics and strategies.     

How Valid Is Negotiation Research Based on Student Sample Groups? New Insights into a Long‐Standing Controversy

Although a considerable amount of research has examined the impact of experience on negotiation behavior and performance, we still know very little about the usefulness of student samples in negotiation research because most studies have compared the performance of inexperienced students with those who had received some kind of extensive negotiation training or with experienced professional negotiators(s). Against this background, we investigate whether the results obtained from trained student samples are generally similar to those of professional negotiators. Generally, our data confirm our hypotheses that students with some negotiation training and experience perform better than untrained student negotiators and that they are not significantly outperformed by professional negotiators. From this, we conclude that many questions in the field of negotiation research can be effectively tested by using trained students as experimental subjects.     

Beyond Frogs and Scorpions: A Risk‐Based Framework for Understanding Negotiating Counterparts' Ethical Motivations

Managing the flow of valid information is one of the biggest challenges that negotiators face. The high incidence of questionable or unethical negotiating tactics has been well documented, but ways of dealing with the deceptive practices of a counterpart have received comparatively little attention. In this article, we suggest that, in addition to avoidance and confrontation, negotiators typically attempt to manage the unethical tendencies of their counterparts through twelve neutralizing approaches. These approaches are based on four types of perceived risk that counterparts often consider when deciding whether to use ethically ambiguous negotiation tactics: risks to immediate or short‐term goals/tasks; risks to immediate or short‐term relationship(s); risks to future or long‐term goals/tasks; and, risks to future or long‐term relationships. By applying expectancy theory, resource dependency theory, social identity theory, and social network theory to this framework, we have developed propositions related to these twelve neutralizing approaches. We also discuss the opportunities and challenges related to evaluating these propositions in future research.     

Discursive Emotional Appeals in Sustaining Violent Social Movements in Iraq, 2003–11

How are some rebel leaders able to sustain violent collective action but others not? Most theories focus on leaders' use of selective incentives and efforts to lower their transaction costs and raise those of the government. We argue that a leader's ability to arouse emotions of anger, humiliation, and fear is also critical. Foreign leaders and former exiles typically lack the legitimacy and understanding of local politics necessary to incite such emotions. We test this argument in three case studies in Iraq between 2003 and 2011. In this period, the Sadrist Trend sustained violent collective action and gained lasting political power, the Islamic Supreme Council of Iraq failed to maintain its influence, and al-Qaeda in Iraq first gained and then lost its ability to mobilize violence.     

Networks of Global Interaction

Although the correlation between the Internet and globalisation is well recognised, we know relatively little about the social impact of the networked world order. Based on research on Internet growth in developing countries, this article seeks to identify some of its most salient features and how these influence, and in turn are influenced by, the broader processes of modernisation and globalisation. Through a closer examination of the social and cultural embeddedness of the Internet, the article will discuss how the organisational principle of networks is becoming more prominent in contemporary society, leading to the rise of the networked society. Rather than representing a post-modern social form, the networked society reaffirms some of the most fundamental, and rather contradictory, aspects of modernity, especially the dual processes of globalisation and individualisation. Representing a new medium for communication and interaction, the Internet allows users to establish and maintain social relations on a global scale. Rather than erasing local identities, these 'glocal' interactions have a tendency to enforce a localised sense of belonging. Nonetheless, the boundary-crossing nature of networks also has a tendency to make existing boundaries rather fuzzy and subject to mediated redefinition and re-imagining. This article builds on some of the findings of my recently completed research on the social dynamics of Internet development in developing countries (Uimonen 2000).     

The Meaning of Intuition for the Negotiation Process and Outcome

Intuition is a useful tool for negotiators, as negotiations are often highly complex endeavors in which people make holistic judgments with incomplete information and no time for deliberation. Therefore, one might expect that intuition greatly influences negotiations and their outcomes and that negotiators would use intuition to their advantage. However, there is almost no systematic research into the meaning of intuition for negotiation. In this conceptual paper, drawing on five interviews of experienced negotiators, we apply general research on intuition to the specific case of negotiation and find that negotiators use intuition specifically for attribution and social interaction. We distinguish different intuition attitudes; identify preparation, time, and negotiation stages as relevant drivers for the use of intuition in negotiation; clarify the distinction between intuition and routine; and shine new light on the concept of domain-specific knowledge.     

Exploring the perceived influence of South African adolescents on product purchases by family communication type

Abstract

This article investigates the effect of family communication types on the perceived purchase influence of South African adolescents (13–18 years) across 34 product groups. The research builds on previous research in developed countries such as America and Israel, but represents only one of a few in a developing country such as South Africa that integrates family communication and consumer purchase behaviour theory. The article shows statistically significant differences in the perceived purchase influence of adolescents by family communication type for 13 of the 34 product groups investigated. From the inferential statistical analyses presented in the article, it is evident that the influence of adolescents in pluralistic families is far greater than in consensual, protective or laissez-faire families. This implies that adolescents’ influence in product purchases is likely to be greater as family communication becomes more open, and as unconstrained discussions on a wide range of topics with all family members are encouraged. This finding is particularly evident in the purchase of children's products (toys, clothing and footwear), family activities (take-away meals, snacks and outside entertainment), children's educational products/services (courses and schools), watches and personal jewellery, cosmetics, cell phones, reading matter, and gymnasiums, health, sport and social clubs. The outcome of the research indicates that the influence of South African adolescents has broadened and is no longer only relevant to children's products. This strengthening influence of children on product choices of South African families has clear implications for marketers who need to target this market segment. Knowledge of family communication patterns and how these impact on children's influence in actual product purchases presents a valuable opportunity for marketers to develop effective future marketing segmentation and communication strategies.     

The Promise and Peril of Automated Negotiators

Innovations in artificial intelligence are enabling a new class of applications that can negotiate with people through chat or spoken language. Developed in close collaboration with behavioral science research, these algorithms can detect, mimic, and leverage human psychology, enabling them to undertake such functions as the detection of common mistakes made by novice negotiators. These algorithms can simulate the cognitive processes that shape human negotiations and make use of these models to influence negotiated outcomes. This article reviews some of the scientific advances enabling this technology and discusses how it is being used to advance negotiation research, teaching, and practice.