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The effects of cognitive appraisal and emotion on social motive and negotiation behavior: The critical role of agency of negotiator emotion

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Authors
Butt, Arif Nazir; Choi, Jin Nam
Issue Date
2006
Publisher
LAWRENCE ERLBAUM ASSOC INC
Citation
HUMAN PERFORMANCE; Vol.19, No.4, pp.305-325
Abstract
This study presents an emotion-based model of the negotiation process and validates it using data from a dyadic negotiation simulation. We propose that cognitive appraisal of the situation generates one of four emotions (pride-achievement, gratitude, guilt-shame, and anger), depending on the valence and agency of the emotion. We also hypothesize that the effect of negotiator emotion on negotiation behavior is mediated by social motive. Structural equation modeling analyses of the data obtained from 322 participants supported most of the relationships hypothesized in the proposed model. Surprisingly, emotions with the same valetnce (positive or negative) exhibited contrasting relationships with collaborative and competitive motives, depending on their agency (caused by the self or the other). These findings highlight the importance of considering agency in any examination of the roles of distinct emotions in a negotiation setting. This study also offers a process-based account of how emotion is elicited and how it influences behavior in a negotiation situation.
ISSN
0895-9285
Language
English
URI
http://hdl.handle.net/10371/80813
DOI
https://doi.org/10.1207/s15327043hup1904_1
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College of Business Administration/Business School (경영대학/대학원)Graduate School of Business (경영전문대학원)Journal Papers (저널논문_경영전문대학원)
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