Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes

Naomi B. Rothman, Gregory B. Northcraft

Research output: Contribution to journalArticle

Abstract

This paper examines how one negotiator's expressed emotional ambivalence can foster integrative outcomes. Study 1 demonstrated that observing a negotiation partner's emotional ambivalence leads negotiators to come up with more integrative agreements. Study 2 examined a proposed mechanism: Expressed ambivalence leads to an increased perceived ability to influence the ambivalent negotiator because it suggests submissiveness. Study 3 demonstrated that perceived submissiveness mediates the effects of observed emotional ambivalence on integrative agreements. Implications of these findings for negotiation and emotions research, and directions for future research, are discussed.

Original languageEnglish (US)
Pages (from-to)65-76
Number of pages12
JournalOrganizational Behavior and Human Decision Processes
Volume126
DOIs
StatePublished - Jan 1 2015

Keywords

  • Emotional ambivalence
  • Emotions
  • Emotions in negotiation
  • Integrative outcomes
  • Perceived submissiveness

ASJC Scopus subject areas

  • Applied Psychology
  • Organizational Behavior and Human Resource Management

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