Strategic Negative Emotion in Negotiation

Shu Li
Northwestern University – Department of Communication Studies

Michael Roloff
Northwestern University – Department of Communication Studies

June 15, 2004

IACM 17th Annual Conference Paper

Abstract:

This experiment focused on the effects of strategic negative emotion in negotiation. Dyads engaged in more argumentation, threats, and rejections when one member adopted a negative rather than positive emotional strategy. In terms of outcomes, strategic negative negotiators achieved higher outcomes than their partners, whereas strategic positive negotiators achieved lower outcomes than their partners. Negative strategists also had better outcomes than positive strategists. Results have implications for the enactment of emotions as communication tactics and the blend of different emotional strategies in negotiations.

Strategic Negative Emotion in Negotiation

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