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Does power matter? Negotiator status as a moderator of the relationship between negotiator emotion and behavior

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Authors
Butt, Arif Nazir; Choi, Jin Nam
Issue Date
2010
Publisher
EMERALD GROUP PUBLISHING LIMITED
Citation
INTERNATIONAL JOURNAL OF CONFLICT MANAGEMENT, Vol.21, No.2, pp.124-146
Keywords
NegotiatingIndividual psychologyBehaviour
Abstract
Purpose - This paper aims to enrich the literature on negotiation by theorizing and empirically validating that power is an important moderator of the relationship between negotiator emotion and behavior. Design/methodology/approach - Data were collected from 322 students of an MBA program and executive education programs. The students participated in a two-stage, mixed-motive negotiation simulation during which they reported pre-negotiation emotion, as well as their negotiation behavior. Findings - The empirical analyzes showed that the relationship between negotiator emotion and behavior was stronger for high-power negotiators than for their low-power counterparts. Interestingly, high- and low-power negotiators` emotions were more predictive of their dominating and yielding behavior, respectively. Perhaps, because of their dependence, low-power negotiators were more sensitive and responsive to the emotions of their high-power counterparts than vice versa. The results also showed that low-power negotiators` gratitude substantially reduces their distributive outcome. Originality/value - The analysis revealed that the strength and the nature of the relationship between emotions and negotiator behavior depend on the power of the negotiator. The paper highlights the need for further theoretical specification with regard to boundary conditions for understanding the role of emotional states in the negotiation context.
ISSN
1044-4068
Language
English
URI
http://hdl.handle.net/10371/80904
DOI
https://doi.org/10.1108/10444061011037378
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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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