The Role of Emotion and Language in Dyadic E-negotiations

Hine, Michael J.; Murphy, Steven A.; Weber, Michael; Kersten, Gregory E.

doi:10.1007/s10726-008-9151-9

Cited by 39 publications

(28 citation statements)

References 48 publications

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“…Data from social media is recently used in models of the formation of opinions (see, e.g., Sobkowicza et al, 2012). It also been shown that emotions do play a role in model based e-negotiations (Hine et al, 2009) The natural next step is to use agent based models to simulate and direct peoples' opinions. An example is the work by Mosler and Martens (2008) on changing environmental attitudes by agent-based simulators.…”

Section: Communicationmentioning

confidence: 99%

Behavioural issues in environmental modelling – The missing perspective

Hämäläinen¹

2015

Environmental Modelling & Software

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Section: Communicationmentioning

confidence: 99%

Behavioural issues in environmental modelling – The missing perspective

Hämäläinen¹

2015

Environmental Modelling & Software

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“…Operational since 1995, Inspire has been used extensively for teaching and research (e.g., Hine et al 2009;Kersten and Zhang 2003). Participants are recruited from negotiation courses for university students and practitioners.…”

Section: Data and Sample Descriptionmentioning

confidence: 99%

Ups and Downs: Emotional Dynamics in Negotiations and Their Effects on (In)Equity

Griessmair

2017

Group Decis Negot

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Organizational scholars now acknowledge the relevance of emotions in virtually every aspect of organizational life, including negotiations and conflict resolution. Integrating negotiation phase model theory with social functional models of emotion, we test hypotheses about the development of emotions in negotiations and their effects on the degree of economic (in)equity of the counterpart's subsequent offer during the actual negotiation process. By comparing stalemate dyads with efficient settlement dyads, the study identifies emotional dynamics that characterize successful as opposed to unsuccessful negotiations. Results show that observed differences are primarily the result of impasse dyads spiraling into a negative emotional climate rather than efficient settlement dyads having overall higher levels of positive emotions or increasing them throughout the negotiation process. As predicted by social functional models, the study further confirms that emotions are not only a reaction to the economic (un)fairness of a proposed offer, but their display also influences the payoff (in)equity of the counterpart's subsequent offer. Whether a specific emotional expression increases or decreases the economic fairness of the counterpart's subsequent offer, however, differs across negotiation phases and between dyads that reached an agreement or not. Furthermore, the results show distinct differences between emotions that address individual goal realization in negotiations and emotions that focus on the

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“…making demands, threatening actions), or can appear so in the way that they are delivered. In a study of evocative language in negotiations, Hine et al (2009) found that there was proportionately more agreeable language (e.g. words like "alright," "fine," "indeed") and less negative language (e.g.…”

Section: H1mentioning

confidence: 99%

Truth or consequences

Fleck

Volkema

Levy

et al. 2013

International Journal of Conflict Management

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Purpose -This paper aims to describe a study of the negotiation process, focusing on the use of seven competitive-unethical tactics in dyadic negotiations. The initial use of these tactics and their effects on process and outcomes are examined. Design/methodology/approach -In total, 230 Brazilian professionals from a large financial institution participated in two-party, property-leasing negotiations involving eight issues with assigned point values. Negotiations were conducted online and, from the recorded transcripts, seven competitive-unethical tactics were tracked and analyzed with respect to the negotiation process and outcomes (individual and joint, perceived and actual). Findings -The study found that most participants employed one or more tactics, the stage and incidents of initial use affected overall employment, and participants often reciprocated when tactics were employed. Reciprocation was best described by a logarithmic function, with a small number of tactics answered with as many or more tactics, but a large number of tactics producing a smaller response. Also, number of messages exchanged and number of tactics per message were related to likelihood of reaching an agreement and, to some extent, to individual outcomes (actual and perceived). Reaching an agreement and perceived individual outcome were associated with a participant's desire to negotiate with a counterpart in the future. Originality/value -The vast majority of studies to date have employed questionnaires to measure ethical attitudes or intentions, or have limited their empirical studies to competitive tactics only. This study moves beyond these methodologies to examine the actual use of a range of competitive-unethical tactics, and their effects on process and outcomes.

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The Role of Emotion and Language in Dyadic E-negotiations

Cited by 39 publications

References 48 publications

Behavioural issues in environmental modelling – The missing perspective

Behavioural issues in environmental modelling – The missing perspective

Ups and Downs: Emotional Dynamics in Negotiations and Their Effects on (In)Equity

Truth or consequences

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