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

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.