The effects of self-emotion, counterpart emotion, and counterpart behavior on negotiator behavior: a comparison of individual-level and dyad-level dynamics

This study expands the negotiation literature by examining how negotiator behavior is predicted by various emotions felt by the negotiators and their counterparts and by counterpart negotiation behavior. Using hierarchical linear modeling, we also compare individual- and dyad-level processes that le...

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Bibliographic Details
Published in:Journal of organizational behavior 2005-09, Vol.26 (6), p.681-704
Main Authors: Butt, Arif Nazir, Choi, Jin Nam, Jaeger, Alfred M.
Format: Article
Language:English
Subjects:
Anger
Behavior
Behaviour
Business
Cognitive processes
Conflict resolution
Dyadic relations
Dyads
Emotion
Emotion theories
Emotional aspects
Emotional expression
Emotions
Guilt
Hierarchical models
Influence
Interpersonal interaction
Negotiation
Negotiations
Organizational behavior
Personality psychology
Pride
Regression analysis
Roles
Simulation
Social psychology
Statistical variance
Studies
Variables
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Summary:This study expands the negotiation literature by examining how negotiator behavior is predicted by various emotions felt by the negotiators and their counterparts and by counterpart negotiation behavior. Using hierarchical linear modeling, we also compare individual- and dyad-level processes that lead to negotiator behavior and outcomes. The results from a dyadic negotiation simulation showed that both the valence and agency of negotiator and counterpart emotions need to be considered to understand the roles of emotion in negotiator behavior. Negotiators tend to reciprocate counterparts' integrating, compromising, and dominating behaviors, but they also offer complementary (or matching) responses to the counterparts' dominating and yielding behaviors. Integrating behavior was more dependent on dyad-level interpersonal dynamics than were the other behaviors. The comparison of negotiator-level and dyad-level results suggests that negotiation needs to be understood in the context of collective exchanges as well as individual-level cognitive processes.
ISSN:0894-3796
1099-1379
DOI:10.1002/job.328